Leading With Integrity - David Hatch

In a recent conversation on the Leading with Integrity Podcast, host  David Hatch is joined by Robin Waite, a seasoned business coach, entrepreneur, and author of Take Your Shot. They uncovered invaluable lessons about leadership, business growth, and the intricacies of working with corporate clients. Robin shared his journey, insights, and real-world examples that highlight the importance of trust, creativity, and patience in business. Here's a breakdown of the key takeaways from this enlightening discussion.

What We Discussed on the Leading with Integrity Podcast

1. Understanding corporate systems is key: By learning how procurement works and asking strategic questions, you can gain a competitive edge with corporate clients.
2. Proactive positioning wins contracts: Getting on supplier lists and engaging early puts you in a stronger position for future opportunities.
3. Bold questions unlock growth: Don’t be afraid to ask questions that challenge norms—doing so can lead to significantly larger outcomes.
4. Patience strengthens leadership: Avoid micromanaging and allow your team space to think independently, leading to more creativity and innovation.
5. Trust empowers teams: Delegating responsibility helps team members grow in confidence and brings fresh ideas to your business.
6. Mentorship accelerates learning: Leading by example and providing hands-on opportunities can fast-track your team’s growth and understanding.
7. Professionalism seals the deal: Even offhand remarks can cost you business—maintain professionalism at all times, especially with corporate clients.
8. Community matters in leadership: Great leaders, like Robin’s daughter's swimming coach, build inclusive communities that uplift everyone involved.

Selling to Corporates: The Power of Understanding the System

One of Robin’s most memorable lessons comes from his experience of working with large corporate clients. Drawing from his time in the agency world, he shared a fascinating insight into the importance of understanding a company’s procurement process. By asking the right questions early, like “What’s your procurement process?” Robin was able to position his company to win contracts that others might have missed.

Key Takeaways:

• Ask the right questions upfront: Understanding how corporate procurement works can give you an edge when bidding for contracts.
• Get on the supplier list: By proactively getting on the supplier list, you increase your chances of winning future contracts.
• Think strategically: A simple question can position your business in the right place at the right time.

Robin also referenced a story about a training company trying to secure Microsoft as a major client. Despite only being able to send a small number of delegates to the workshops each year, they discovered that by asking the right questions, they could dramatically increase the number of attendees and, in turn, the business they secured.

Key Takeaways:

• Strategic questioning leads to bigger opportunities: Don’t shy away from asking questions that may seem bold. They could open doors to greater opportunities.
• Reverse engineer the system: By understanding the systems in place, you can find ways to leverage them to your advantage.

The Importance of Patience in Leadership

Transitioning to leadership, Robin shared a critical lesson he learned over the years: the importance of not micromanaging. He explained how having patience and allowing your team members the freedom to work without constant oversight can lead to more creative and productive outcomes. His experience with his children also helped him realise the value of patience and curiosity in understanding how people learn and think.

Key Takeaways:

• Avoid micromanaging: Give your team the space to think for themselves and bring their own ideas to the table.
• Patience fosters growth: As a leader, your ability to step back and let others figure things out will not only help them grow but will also benefit your business in the long run.
• Embrace curiosity: Like observing children learn, understanding why your team approaches tasks differently can offer valuable insights.

Robin explained that even though he still experiences the urge to step in, he has learned to hold back and trust his team’s abilities. This shift in mindset has been instrumental in his leadership style.

Trust and Responsibility: A Balancing Act

In a business environment, trust plays a pivotal role. Robin highlighted how he shifted from being heavily involved in the day-to-day operations to delegating responsibilities and trusting his team. He shared an example of how he trained one of his employees, Tate, in just two weeks. Tate now manages the business with full autonomy, which has allowed him to thrive and even bring creative ideas to the table.

Key Takeaways:

• Trust your team with responsibility: Giving your team the autonomy to make decisions fosters creativity and commitment.
• Empower others: By stepping back and allowing others to take charge, you allow them to grow into their roles.
• Nurture creativity: Empowered employees bring fresh ideas that can lead to innovation.

Leadership in Action: The Power of Mentorship

Robin shared a powerful example of a mentor who led by example. He described his experience working with a coach named Nick, who took him through real sales meetings and allowed him to observe and eventually take control. This hands-on experience taught Robin not only the technicalities of sales but also the importance of trust and responsibility in leadership.

Robin’s mentorship story is a prime example of how a leader can guide by providing opportunities for others to learn through experience. Nick’s approach, which involved showing Robin how to handle objections, running through sales scenarios, and giving constructive feedback, instilled a deep understanding of the sales process.

Key Takeaways:

• Lead by example: A great mentor doesn’t just teach; they allow their mentees to experience situations themselves.
• Trust builds competence: Giving your team members the opportunity to lead and make mistakes helps them grow into better leaders.
• Feedback is crucial: Constructive feedback is essential to improving both individual performance and team dynamics.

The Role of Professionalism in Business Deals

A key moment in the conversation was a story involving a sales meeting where one of the salespeople made a critical mistake: boasting about partying with friends after a successful meeting. This moment, though seemingly trivial, led to the company losing a major deal. The lesson here is the importance of maintaining professionalism in all situations, particularly when working with high-level corporate clients.

Key Takeaways:

• Professionalism matters: In the business world, what you say and how you present yourself can directly impact the success of a deal.
• Know your audience: Tailor your behaviour and language based on the expectations and culture of your client.
• The little things matter: Even casual conversations can have a lasting impact on your reputation.

Leadership Heroes: The Value of Nurturing Others

When asked about his leadership heroes, Robin shared a deeply personal story about a swimming coach named John who has made a profound impact on his daughter’s development. John’s leadership style is rooted in balance, patience, and inclusivity, which has helped not only the children he coaches but also the parents and community around them.

Key Takeaways:

• Inspire through action: Great leaders inspire through their actions and their ability to make people feel valued.
  
  
• Leadership is about community: A good leader builds a sense of community and inclusivity, making everyone feel part of the journey.
  
  
• Enjoy the process: Leadership is not just about achieving goals; it’s about ensuring that everyone enjoys the process of getting there.

Conclusion: Leading with Trust and Patience

Robin Waite’s leadership journey is a testament to the power of trust, patience, and creative freedom. Whether it’s selling to corporate clients, managing a team, or mentoring others, the underlying principle remains the same: trust your people, give them space to grow, and empower them to bring their best ideas to the table. As Robin himself demonstrated, leadership is not about micromanaging or forcing a specific way of working; it’s about giving others the tools and the autonomy to thrive in their own way.