It’s Ready, Aim, Fire, not Fire, Aim, Ready
There are three major dynamics to obtaining business: Exploration: Finding prospects appropriate for your value. This is marketing. It's about strategy. Conversion: Convincing the prospect to become a client. This is selling. It's about tactics. Execution: Delivering the value promised
You Going to Believe Me or Your Lying Eyes?
My air travel will be about 20,000 miles this year, including a long international trip, and last year was 23,000. These were my two lowest career years outside of the covid years, of my total of over four million air
How Much Stuff Is On Your Desktop?
If the lawn people can figure out how to remove millions of leaves from my property during the fall, I think you need to stop whining about "overwhelm" or not being organized. I checked, scientifically, and not one of the
Deal with This
When you're asked about a "deal" or discount by a buyer: Do you give "deals" like you're asking me to do? (If "no," then why should I? If "yes," then you need me more than you think!) It's really that simple.
Guest Column: Dysfunctional Organizations Do Dysfunctional Things
by Raj Dhiman Not long ago, I barely noticed pro football. But I was always curious about why fans were so wildly obsessed with the game. Long story short, I ended up a fan. Not from watching games, but from digging into
The Arrogance of Power
Now the Democrats are fighting each other, as well as the Democrats and Republicans fighting each other. Who's left to fight for their constituents?
Losing Your “Voice”
You're able to make a huge amount of money in professional services when clients believe you are providing huge amounts of value and return on their investment. That means you must be seen as distinctive, even unique. You can't be
Dumb Ass Stupid Management: “Brown University Health” Is A Misnomer
A routine phone call follow-up with a physician was cancelled 48 hours ahead of time and I was told to drive for an hour to their office. I asked why, and finally learned that, with the government shutdown, Brown Health
Guest Column: Memento Mori
Memento Mori by Sten Vesterli Have you thought about death recently? Specifically, your own death? When a victorious general rode in his chariot in triumph through ancient Rome, he would have a slave standing behind him. Every once in a while, as the