Matt Moran

Cory Super

John Beardsley

Susan LaFreniere

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Six years ago we implemented Outcome Thinking® training for our Supervisors in both Presentations and in Conflict Management. With your Train-the-Trainer and licensing program, we have put over 2000 Supervisors through the courses.

Our Supervisors are responsible for running meetings with their teams to drive understanding up, reduce injuries and increase efficiency and safety. We then watch the numbers to see if this is translating for them in to real results.

As we have tracked the numbers during these last few years we have found that were able to reduce our operating costs down from 81 cents to 75 cents and now we are driving to the 60 cent range. We have reduced injuries to UNDER 1% which is unheard of in our industry.

We see the impact of our Supervisors being better equipped to share messages, get them to cascade down and to be more influential with their team. Just having IMP work with us to better understand us, our needs, our Supervisors needs and our training requirements helped the programs be tailored specifically to us.

There are so many levels to this Outcome Thinking® which is what I love. Even as trainers, when we came back and went through IMP’s Outcome Focus® Approach to Managing Your Message Program at the higher level, we found that we were able to get extreme value. We focus on using the “value-add” language. I even found personally that I was able to bring the information in at a leadership level and utilize it better connect with my own team and help them drive results.

The IMP team has been instrumental in helping us have all of our materials, assessments and information in place so we can excel as trainers in the field. It has truly been a strategic partnership that we value.

Betsy Triebwasser, Manager of Mechanical Training, Union Pacific
I can’t believe it is already 5 ½ years since I first went through the Outcome Focus® Approach to Managing Your Message. The expanded thinking I learned during those two days has changed how I present for new business opportunities. I have found I have significantly shortened my sales cycle. Many deals used to take even up to 4 years to get going. Now I can get major them done in under 25% of the time- so I have shortened my sales cycle by about 70%! I have actually shortened up presentations to be only FIVE key slides now that totally focus on the client. This leads to connections at a much higher level than I used to have.

Three years ago I started up my own company and have been using this expanded thinking to capture new opportunities. Outcome Thinking has actually helped in my whole life as well. My wife has read the book and I continue to reread the book. Each time I do I find it helps me see things differently. It is almost like I grow to a new level each time I read it and open my eyes to new parts of Outcome Thinking®.

Craig Kalie, Customized Uptime Solutions, Inc.
I use Anne Warfield’s Outcome Thinking approach almost every day.

I have been through Anne’s series of Outcome Thinking classes, a leadership class and most recently, one-on-one executive coaching. As a result, I am a firm believer in the results she produces. Having relied nearly all of my life and career on my innate sense of confidence and ability to communicate well in most situations, I found myself baffled when I was struggling to find my footing in new position I had recently taken. I was having trouble being understood and valued by the leadership in my department – something I had rarely encountered before.

I started working with Anne to look at various real work situations, sometimes looking at something that happened in the past and sometimes preparing for a future event. I approached each session with a desire to walk away with something that I could learn, practice in real life and eventually utilize to strengthen my executive presence and be seen as someone who is a bright, strategic thinker. I did not want to change who I was, but rather gain techniques that would change how my messages and ideas were received by others.

What I gained from my training and my personal time with Anne, is a different way of thinking, the ability to focus my communications and the skills to specifically target and achieve the outcomes I am seeking. She has helped me develop both personally and professionally and I consider her a trusted advisor and long term business partner. I strongly recommend her executive coaching services and training to anyone who wants to see noticeable, tangible results.

Amy Renzulli
I first attended an Outcome Thinking® program for leaders in 2006. Being a pretty successful presenter I wasn’t sure how this program would be different from typical presentation programs. Because we worked with our own presentations and material I found it helped me see more clearly how and why I share information the way I do so that I could then make my own communication more effective.

Outcome Thinking® improved my ability to pull together succinct information, be more authentic in my delivery and helped me speak with more confidence. Because I saw the benefits of this program in my own presentations, I then put my entire team through it.

Since 2006 I continue to send new leaders so they can be more transformational in the way they think, listen and speak. I find that Outcome Thinking® really aligns with my philosophy as a leader as it helps all the leaders to be more open in their thinking so they can be more collaborative and innovative. For me, I find that once people have learned Outcome Thinking® they are less defensive and more open to hearing how they can bring things to the next level in their performance. Their mind is so focused on the others that they hear things in a different way.

In our job working in hospital and clinic settings we need leaders to be able to see how what they say impacts physicians, patients and staff so they say the right thing at the right time.

It is essential that all of our messaging is aligned with our organizational goals and strategic direction- Outcome Thinking® helps them do just that. Matter-of-fact, the difference between those that have learned Outcome Thinking® and those who haven’t gone through it is so easy to distinguish that we can tell if someone is communicating using Outcome Thinking® approaches. If you are a leader looking to get your team to be more independent, more strategic and have a stronger executive presence, Outcome Thinking® is for you.

Megan Remark, Senior Vice President, Specialty Care, HealthPartners

What Outcome Thinking® has allowed me to do is start a process of thinking through an interaction from the stand point of the audience. Even thinking about who makes up that audience and what are the key messages that they are looking to hear so that I can tailor my message more effectively to address what they’re asking.

How has the integration of all the programs impacted your learning and execution?

The three programs that I’ve been through are: Outcome Thinking®, Sales Excavation and ProGOtiation®. The three weave together very nicely. The topics that are covered in Outcome Thinking®, for example, tee you up to think through more effectively some of the ways that you might Threadline™ or might keep in tune with your audience when you’re in a conversation with them which is what we talked about in Sales Excavation®.

In terms of actual negotiations and things like that, one of the things all three bring together in ProGOtiation® is an ability to really prepare for the negotiation. Not from the stand point of playing games or figuring out tactics but instead from the stand point of what is the other side of the table really thinking about, what is their need for an outcome, what is your need for an outcome and how do you turn that nail biting to a way of brainstorming together to make a difference in the congruent solution that you both want to go forward with.

I actually use the techniques on an almost daily basis. I use them in some of my interactions as a manager with the team members that I oversee. I use them as I interact with my executive team to help bring forward new ideas into the organization and new ways of making a difference in getting to good outcomes for our company. And of course, I use them with our clients. A great deal of my time is spent interacting with our customers and making sure that I understand what their needs are and understand how we are able to address those needs in multiple ways.

John Beardsley, Vice President, Strategic Marketing Prime Therapeutics
My first team I sent through Outcome Thinking® because I wanted them to develop more of an Executive Presence & Mindset. When they came back from the program they had a whole difference level of confidence that came out in the way they acted and responded to others. I saw it in the way they were now able to sum up correctly what they heard, Their ability to listen to others and really hear what they were saying or trying to say went to a higher level. This made other business groups feel validated and connected to them. So instead of preaching in “techie terms” they were able to relate to the Business Unit more effectively and become true partners.

I then sent a second group through the ProGOtiations to bump up how they negotiate. I saw them come back and look at negotiations from beyond even the typical “win/win” to looking at how to make both parties successful and build a stronger relationship. They were not antagonistic and were better at articulating their thoughts with higher level executives even. The videotaping was very eye opening as all walked away with how to improve from all levels of communication.

I have found that every time I bring you in and we go through another course, not only does my team move to a higher level, but so do I. Each time I gain a new nugget that just sticks like glue. You go so far beyond public speaking and regular negotiating to really understanding who all the players are and then how all the components of communication from the way you think, act, and speak need to be congruent in order to get the best results. This is one training that every time I bring it in consistently gets ranked by people beyond a 9.3, which for highly intellectual individuals is saying a lot!

Stacy Thomas, Vice President, Wells Fargo
I would highly recommend attending Managing Your Message. Before I attended this class I presented the message I thought was important, I went too fast and wanted to be done quickly. Since learning how to manage my message I now cater the message to the audience, I’ve slowed my pace down and changed my opening and closing.
Bob Rai, IC Sales Training Manager, Boston Scientific
I was overwhelmed with what to present and how to get started when I presented. This caused anxiety and paralyzed my thinking. Now that I’ve attended Managing Your Message I have a plan and a method to draw from which organizes my thoughts. I feel more confident in delivering a message because I am focused on adding value and not filling the air. I suggest you invest in Outcome Thinking®. You can continue to guess at what you could do to be more effective or you could work on real solutions. It’s a chance and not a lottery.
Holly Thomson, Director, Ally
When delivering my message I played more off of interaction than leading the audience down the Roadmap and providing the solutions up front before attending Managing Your Message. Now that I’ve learned Outcome Thinking® I feel more comfortable presenting on a professional agenda and I feel like I can communicate and appear less aggressive. I would highly recommend bringing Outcome Thinking® in to your company. I think it packages the messages we try so hard to prepare and deliver much more eloquent and allows leach individual to be themselves.
Lindsay Fleck, Regional Sales Manager, Josten’s, Inc.
If you really want to know your staff and teach them how to be an effective employee or leader, you must experience this instruction. I have a new appreciation for everyone at the office. Before attending Managing Your Message this is how I shared my message: I got into it right away, went through the details, then ended. Now with Outcome Thinking® I now know my audience, I make them feel a part of it and even opened it up for the production staff to take ownership of the show.
Paul Loomis, Manager, Game Presentation, Minnesota Wild Hockey Club
In my previous presentations I was largely focused on the content of each slide rather than steering the discussion to the most important part of the message. Since learning about Outcome Thinking® I feel better equipped to plan a blueprint for a presentation and steer the audience towards a specific outcome. This program is valuable for employees at all levels in any organization.
Alex Sweber, Portfolio Manager, Parametric Clifton
The Outcome Thinking® concepts are helpful to strengthen the communication with your team. While attending this two-day seminar I learned to begin my presentation with the audience in mind and to include them in all aspects of the presentation whereas before I would launch into the content without taking the time to explain the relevance to the audience. I would recommend investing in Managing Your Message for those who conduct/provide meetings/presentations on a regular basis.
Holly Budlong, Health Outcomes Manager, Fairview Pharmacy Services, LLC
In provided just information and not a call to actions in my presentations before Managing Your Message. I now focus on the action/objective of my presentation, what I want the takeaway to be. By learning about Outcome Thinking your presentations will be very easily organized which will make it easy to use going forward.
Nick Sandell, Vice President, U.S. Bank
Anne, I just had to call you today to share with you the success I have found using the Outcome Focus Approach in my big client meeting.

The meeting was a huge success! We walked ADDING $10 million of additional business with them! My company is thrilled and the client is thrilled.

Anne, in the past I would have focused on what we wanted and how to get it. I can’t believe how much Outcome Thinking has made in impact in growing my business and my relationships by focusing me on the Outcome instead of the process. Thanks a million…or make that $10 million!!

John Hefner, Associated Hygienic
My previous presentations generated questions, I focused on some of the wrong things and I was scattered. After two days immersed in Outcome Thinking® I have an organized message to address and am focused on what’s important to the audience. I am more self-aware of body language and I can anticipate what the audience wants to know. Thinking of investing in Managing Your Message? The information alone is worth the investment. Receiving the coaching on top if it is priceless if you’re interested in developing polishing your presentation skills.
Stephanie Warren, Director, Ameriprise Financial

When I first looked at going to learn from your Managing the Message program, I was very skeptical about what I would get out of it. The cost for me was enormous considering I would be traveling from Malaysia to attend the workshop. I wasn’t sure how different it would really be from other training I had been through. However, I was so intrigued by the great feedback I had seen from other participants that I took the chance.

Despite the costs that included airfare, accommodation and the workshop fee, by the second day of the workshop, I knew that the program was so profound for me – and indeed so different from all other training I had been through – that it would impact all areas of my life.

Now fast forward eight years later and what a different spot my life is in as I have continued to apply Outcome Thinking®. Your help with negotiating landed me a contract for my first book and set me up to evolve it in to three bestselling books in Malaysia today! Here is the website that others can see what I have done http://www.facebook.com/#!/pages/English-Fast-Easy/143350989041499.

The difference this program has made in my life is huge. It has enabled me to negotiate better financial returns consistently. I now have the tools to get others on-board with ideas passionately and harmoniously and without resistance. It is now my habit to start every personal interaction with the principles of Outcome Thinking® whether with business partners, suppliers, customers, landlords, tenants, salespeople, even with my husband, daughter and friends.

The program not only exceeded my expectations, but applying the principles of Outcome Thinking® has paid for the program many times over.

Marianna Pascal, Best Selling Author of English Fast & Easy books
Before attending Managing Your Message I wasn’t able to get all of the people in the room to understand my goal or the necessary actions to take. Now that I’ve learned about Outcome Thinking® I feel like I can influence others to make a decision. I can communicate more effectively. If I had a friend who was thinking of investing in Outcome Thinking® I would tell them it is the best training I have ever been to. I have immediate take-aways that I can utilize daily.
Alicia Hart, Human Resources Manager, Merchants Leasing
What was my communication like before experiencing Managing Your Message? I became nervous and lost my place. I would lose the message. I now have a great outline and structure which will help me to be less nervous. If I had a friend who what thinking of investing in Outcome Thinking® this process gives you foundational practices to help understand how to reach your audience and accomplish your goals.
Jim Meyers, Vice President of Operations, Ameriprise Financial
This program has opened the doors to how important successful communication is and the benefits of presenting with confidence. In my past presentations I was nervous, shaky, overwhelmed and my face would be flushed. Now that I’ve attended Managing Your Message I am opening my communication with a story that I can easily tell that calms my nerves. I also have a Roadmap to calm my nerves that also adds flow to my presentation.
Molly McPherson, Account Executive, The Davenport Group