How Much Is “Enough”?
This question usually generates monetary estimates (guesses). I asked one group of successful consultants what they would do with $600,000 they didn't expect. Their responses ranged from purchases to philanthropy, from paying off debt to trust funds. One person vehemently
You’re Back? Why?
Revivals and "returns" are almost always inferior to the original event or art. I think they're usually launched because of a dearth of originality and an inability to develop something original. Jon Stewart, who was one funny and thought-provoking guy—and who
Better Practices
There is a default mindset that promotes "best practices," both external to the organization and within it. After all, why not try to find the best and then replicate it? That's the wrong search, because "best" becomes ossified and remains the
Doing the Right Thing
When a conflict about a project arises, I always ask, "What's in the best interests of the client?" That usually solves it.
Wait A Minute. Sorry, I Can’t.
I can always make another dollar, but I can't make another minute. Some of you are paying way too much attention to your investments (which you can always replenish) and not enough attention to your time, which you cannot replace. I
Stop “Selling”
If you can't enthusiastically convince a prospective client that your points are important to consider and worth pursuing, then: • You're not communicating well • You're scared or intimidated • Your value isn't sufficient • You're not prepared If you think your job is to
The Return
Value is in the eye of the beholder. You need to create sufficient value, jointly determined, to provide a huge ROI on your fee. However, once you've achieved a powerful brand, the value is in simply doing business with you. People
Ignoring the Unreachable
In "Mr. Saturday Night" Billy Crystal knocked a huge crowd dead with his stand-up comedy routine. But his manager found him dejected backstage. "You killed!" said his manager. "Did you see the guy at table five?" Crystal asked, "He never laughed once." Ignore
If You Want to Get Wet….
It almost never works to enter consulting part time. It's unfair to your current employer, often unethical, it's a mutual distraction, and it's not fair to any clients you may attract because your time is limited and often inflexible. If
You Can’t Tell People That!
If some people won't give you a testimonial because they don't want to admit that they needed a coach, then you haven't done a very good job coaching them.