This is essentially a transcript of the fast talk that Michelle Golden delivered to kick off the IAF North America conference in Halifax on May 11 2012
Marel Q1 2024 Investor Presentation from May 8, 2024
Â
The Value of Facilitators
1. The
 Value
 of
 Facilitators
Â
FastTalk
 by
 Michelle
 Golden
 at
Â
Interna6onal
 Associa6on
 of
 Facilitators
Â
Halifax,
 NS
 on
 May
 11
 2012
Â
2. What
 value
 do
 we
 bring?
Â
â˘âŻ Do
 we
 know
 what
 value
 we
 bring
 as
 facilitators?
Â
â˘âŻ Must
 value
 ourselves
 before
 others
 can
 value
 us
Â
â˘âŻ Not
 just
 talking
 about
 your
 gain
 in
 price
 or
 salary
Â
â˘âŻ Gain
 in
 conďŹdence
Â
â˘âŻ Gain
 in
 credibility
Â
â˘âŻ EďŹec6vely
 reassure
 those
 who
 hire
 us
 that
 theyâve
Â
made
 a
 wise
 choice
Â
â˘âŻ Have
 to
 create
 value
 greater
 than
 your
 price
Â
â˘âŻ Both
 par6es
 must
 proďŹt
 in
 the
 transac6on
Â
4. Observa6ons
 about
 IAF
 folks:
Â
â˘âŻ Each
 of
 you
 helps
 people
 through
 your
 giRs
 and
 skills
Â
â˘âŻ I
 see
 a
 few
 consistent
 traits
 â
 make
 you
 powerful
Â
inďŹuencers
 when
 conveying
 your
 ideas
 and
 worth
Â
â˘âŻ You
 take
 groups,
 orgs,
 and
 individuals
 to
Â
 places
 they
 canât
 get
 to
 themselves
Â
â˘âŻ excep6onal
 at
 thinking
 on
 their
 feet
Â
â˘âŻ Among
 the
 most
 organized
 (idea-Ââwise)
 people
 I've
Â
encountered
 in
 business
Â
â˘âŻ persuasive
 in
 an
 understated
 way
Â
â˘âŻ make
 people
 feel
 comfortable
 and
 create
 a
 sense
 of
Â
safety
 and
 conďŹdence
Â
5. See
 some
 challenges,
 too:
Â
â˘âŻ Facilitators
 arenât
 recogni6on
 seekers
 by
 nature
Â
â˘âŻ Many
 are
 introverts,
 used
 to
 being
 in
 front
 of
 groups
Â
but
 not
 domina6ng
 the
 room
Â
â˘âŻ Reluctant
 to
 toot
 horn
 or
 bring
 aen6on
 to
 your
 value
Â
â˘âŻ In-Ââhouse
 facilita6on
 jobs
 disappearing
 &
Â
Independent
 work
 slowing
 down
Â
â˘âŻ Struggle
 with
 marke6ng
 and
 frustrated
 about
 it
Â
â˘âŻ I
 think
 our
 profession
 has
 a
 conďŹdence
 problem
Â
â˘âŻ Read
 Rabbi
 Daniel
 Lapinâs
 book
 â Thou
 Shall
 Prosperâ
Â
Â
(for
 people
 of
 all
 faiths)
 -Ââ
 dispels
 myth
 that
 $
 is
 grubby
Â
6. Introducing
 the
 5
 Cs
 of
 value
Â
1.⯠Comprehend
 clientsâ
 key
 value
 drivers
Â
2.⯠Create
 value
 for
 clients
Â
3.⯠Communicate
 that
 value
 w/open
 discussion
Â
4.⯠Convince
 clients
 they
 should
 expect
 (and
 be
Â
prepared
 to
 pay
 for)
 value
Â
5.⯠Capture
 value
 in
 your
 pricing
 strategies
 (or
Â
salary)
Â
Source: Thomas Nagle and Reed Holden: The Strategy & Tactics of Pricing
7. Quick
 note
 on
 pricing
Â
Â
â˘âŻ Value
 is
 NOT
 in
 the
 hours
 you
 perform
Â
â˘âŻ Bus-Ââin-Ââseats
 is
 deadâŚ
Â
Â
â˘âŻ Learn
 about
 âROWEâ
 (results
 only
 work
 environment)
Â
â˘âŻ Comprehending
 value
 is
 fun!
Â
Â
â˘âŻ Value
 is
 always
 in
 eye
 of
 the
 beholder
Â
â˘âŻ Itâs
 subjec6ve
 &
 contextual
 (e.g.,
 water)
Â
Â
â˘âŻ Itâs
 ďŹuid
 (tomorrow
 diďŹ/today)
Â
â˘âŻ Itâs
 both
 tangible
 and
 intangible
Â
8. Tangible
 &
 Intangible
 Value
Â
â˘âŻ Be
 conďŹdent
 that
 you
 know
 what
 your
 buyer
Â
values
 most
Â
â˘âŻ What
 are
 their
 real
 issues
 (pains)?
Â
â˘âŻ What
 do
 they
 look
 for
 in
 ROI?
Â
Â
â˘âŻ Tangible
 is
 easy
 prey
 easy:
Â
â˘âŻ What
 is
 the
 economic
 beneďŹt
 of
 solving
 the
 problem?
Â
â˘âŻ Increase,
 reduce,
 improve,
 or
 create
Â
â˘âŻ Alternately,
 whatâs
 the
 cost
 of
 NOT
 solving
 this
Â
problem?
Â
9. Intangible
 value
 is
 tougher
Â
Harder
 to
 quan,fy,
 most
 value
 is
 intangible
 vs
 tangible
Â
â˘âŻ All
 the
 unique
 traits
 I
 shared
 about
 facilitators
 plus:
Â
â˘âŻ Specialist
 exper6se/knowledge
Â
â˘âŻ Brand/reputa6on
Â
â˘âŻ ConďŹdence
 in
 good
 result
Â
â˘âŻ Reducing
 risk
Â
â˘âŻ Excellent
 experience
Â
â˘âŻ Making
 your
 client
 âlook
 goodâ
Â
â˘âŻ Rela6onship
Â
â˘âŻ Donât
 underes6mate
 how
 much
 these
 things
 increase
Â
your
 worth
Â
10. Always
 conďŹrm
 the
 value
Â
â˘âŻ Explore
 value
 through
 conversa6on
Â
â˘âŻ I
 KNOW
 facilitators
 are
 good
 at
 this!
Â
â˘âŻ External:
 Conversa6on
 with
 buyer
 about
 worth
Â
â˘âŻ Tangible
 and
 intangible
Â
â˘âŻ Early
 and
 oRen
 (itâs
 not
 sta6c)
Â
â˘âŻ Internal:
 Client
 selec6on,
 whatâs
 the
 value
 to
 you
Â
â˘âŻ What
 are
 the
 âworth
 itâ
 points?
Â
â˘âŻ Does
 the
 job/project
 add
 to
 YOUR
 skills
 or
 markets
Â
â˘âŻ Fit
 &
 feel
 good?
 Walk
 away
 if
 itâs
 not
 right
Â
11. Skills
 to
 harness
 and
 enrich
 (here)
Â
Seek to continually expand the intangible & tangible value
you deliver. Value comes from these five essential skills
that you hone right here at IAF:
1.⯠Establishing clarity around purpose
2.⯠Drawing people's thoughts from their minds
3.⯠Creating environment of trust and safety
4.⯠Expanding awareness â spotting the concern behind
the conversation or the unsaid
5.⯠Visualizing outcomes â seeing a path to fruition
12. Leave
 you
 with
 this
Â
â˘âŻ I
 challenge
 you
 today
 and
 the
 rest
 of
 the
 week
Â
with
 these
 three
 things:
Â
1.⯠Believe
 in
 your
 value
 -Ââ
 appreciate
 the
 unique
 skills
Â
that
 you
 bring
 to
 the
 table
Â
2.⯠Learn
 to
 communicate
 with
 others
 about
 the
 real
Â
WORTHâtangible
 and
 intangibleâof
 what
 we
 bring
Â
Â
3.⯠Expand
 at
 least
 one
 skill
Â
Â
Â
â˘âŻ Go
 create
 some
 value!
Â
Â