Out of the Way!
Since we acquired Puppy (AKA Coco) Maria has decided to keep both dogs in the kitchen when we leave the house. Bentley isn't accustomed to this. Maria accomplishes this by putting a movable wooden gate at the entry to the
How Much Is That?
A commodity is something generally purchased solely on price. It's undifferentiated, and no marketing heft is put behind it except for how inexpensive it is for the purpose intended. However, value is attached to non-commodities, including today: cars, pillows, hair coloring,
Give Me the Ball, There’s Still Time
The Boston Celtics won their opening round playoff series after losing the first two of the best-of-seven games at home. They won the next four in a row on the road and at home. Now they've won their first game
Coaching 601
I've been coaching for a long time, and I have three immutable principles to guide me: I can't help anyone who doesn't want to be helped, and I don't try. I give you my very best advice. Whether you accept
A Good Idea Until You Think About It
For many years I've been underscoring the fact that small businesses in the US (and Canada) are the primary generators of net, new jobs in the economy. Larger organizations tend to use automation and lean practices to reduce employment, and
Opening Lines
• What is it that prompted you to see me today? • Joan said that you do great work here, and that we could probably significantly help each other. • Let's use our time well: What two things would you most like
Making Time
If you can't respond to an email within 24 hours or a phone call within four hours, there's something profoundly wrong. You may think I'm talking about your response time, but I'm really referring to your philosophy about your business. This
The Prime Question
The title of this blog is "Contrarian Consulting." Let me offer you the prime contrarian idea in this profession, which really shouldn't be contrarian at all: First ask, "What is in the client's self-interest?" The answer to that question should readily
If It Hurts When You Do That, Stop Doing It
Small businesses usually don't fail because of poor products or services (in fact, the owners usually work themselves to exhaustion). They fail because of stupidity. My air conditioning guy, with whom I've spent thousands and to whom I've sent referrals, never
Fire!!
Urgency is a sense of importance requiring rapid action, a persistence of immediate need. (I know people create double-axis charts of urgency and importance, but are they really different?) If you're not receiving swift agreements, if the prospect is forever asking