There’s not Just One “Weak Link”
We tend to cite the last made or missed basked, or the crucial error, or great play that "made" the win or loss. But it's actually the accumulation of everything before. If your proposal is rejected, it's not because of
Vroooom
I was receiving an unsolicited lecture from a "therapist" who told me I drive exotic and expensive cars as an overcompensation of being poor as a youth. She went on about the relationship of the two issues, and how I
Your Value Earns Respect AND Compensation
Providing tremendous value to clients in return for equitable compensation is appropriate. They are not mutually-exclusive. I tell people who look at my lifestyle askance, “It ain’t my daddy’s money!”
What’s Fair Is Fair
Providing tremendous value to clients in return for equitable compensation is appropriate and professional. They are not mutually-exclusive. I tell people who look at my lifestyle askance, “It ain’t my daddy’s money!”
I’m Asking for A Friend
You cannot help people who don't want to be helped. Stop wasting your time. Example; Them: I can't seem to acquire referrals. Me: Are you asking your clients for referrals? Them: No, I feel it's intrusive and I won't do it. Me: Are you
There Is No Title that Says “C-Suite” or “VITO”
It's become fashionable to talk about "Vito" (Very Important Top Officer) in marketing, thought it sound more like a mob leader to me. People also throw around "C-suite" as if it denotes some exclusive gathering areas of executives, like ancient
Wake Me When It’s Over
Have you encountered people in important jobs (immigration, security, motor vehicles, medical personnel in hospitals) who are stunningly rude? Apart from the occasional "bad day" or a family problem, it's usually because they are bored. (This is the same phenomenon
First Impressions
Let me give you a quick insight to maximize your chances of success with a prospect. The overwhelming odds are that the buyer, who was smart enough to seek help, is not the primary problem, and definitely not in the first
Offerings
You can offer low prices at high volume: subscriptions for $200 that 5,000 people purchase. You can offer high prices at low volume: high-end retreats for a dozen people at $20,000 each. And you can offer high prices at high volume: bringing
You Are Not in the Consulting Business, You’re in the Marketing Business
Every professional services firm or practice is in the marketing business. If you can't market the benefits of your services, but instead focus merely on your methodology and/or technology, you may survive but you''ll never thrive. And if you can't