In a recent conversation with Mary Jane Riccardi, she provided us with insights on how she uses DISC to improve client communications. Following are excerpts from that conversation.
DISC Provider: We hear that DISC has made quite an impact at Kleinfelder?
MARY JANE: I'll say. It's now an integral part of the KMS workshop.
DP: KMS Workshop?
MJ: The Kleinfelder Marketing System workshop was designed to help the firm win larger projects from key clients. Through KMS, we now teach our engineers and scientists how to communicate with clients in ways that best meet their needs and expectations.
DP: So how does DISC fit in?
MJ: We created a 30-minute on-line course introducing the DISC and made it a prerequisite, along with taking the DISC assessment, for all workshop attendees.
DP: Great idea. Tell us more?
MJ: During the workshop, we discuss in detail everything we know about our clients. This information is used in a process called Client Account Analysis. Marketing teams review the findings and use them to proactively develop approaches to meeting with clients based on their style. This results in more effective and efficient client meetings.
DP: Sounds like you're getting the most out of your DISC Certification.
MJ: DISC really has changed the way we do business at Kleinfelder.
If you have a story of how DISC has worked for you, send us an email. We'd love to hear from you.
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