Go the Extra Mile
I've always found that if I tell someone I'm going to be in New York (less than three hours by train) they say, "That's nice, but I'm busy that day." If I tell someone I'm going to be in Chicago,
The Ideal Career
Someone approached me not long ago and said, "I've figure you out. You only do what you love to do and are great at. And you've built a career around it." That didn't come as a surprise to me, but it
The Dead Zone
When companies move or cultures change, it's not the new future that generally worries people, but the journey's uncertainty. I call that distance "the ambiguous zone." I've also found that when small businesses or solo practitioners seek to create a larger
The Pivot Point
There comes a time in a conversation when you want to plant your foot and move toward the goal line. It's a subtle shift, but important if you want to break away. You may be conversing well, have a trusting relationship,
Scared Money Doesn’t Win
I heard the outstanding sports writer Mike Lupica say this earlier today: Scared money doesn't win. It's a race track term, and it implies that you seldom win by being conservative and afraid to place big bets. The same applies to
Meetings Aren’t A Test
A great many consultants completely miss opportunities to solidify relationships and close business because they aren't "in the moment." Instead of engaging in a conversation with a peer (the buyer) they are trying to anticipate what the other person is
Perfect Vision
When you apply for a driver's license or get an eye exam, they often show you a book of numbers surrounded by varied colors. If you can identify the number, you're not color blind, but if you can't see it
You, First
Do you want to help others? Then help yourself. Stop feeling guilty because you have something that someone else doesn't. Stop feeding the victimization mentality that claims people are owed something event though they choose not to contribute anything. Stop allowing
First Time In The Buyer’s Office
Some common sense in the buyer's office for a first meeting: • Don't sit anywhere until you're invited to do so and the buyer indicates where. • Shake hands firmly, not bone-crunching, but not limp, with a man or a woman. • Don't
The Only Marketing Plan You’ll Ever Need
Consultants don't need business plans (the danger being that you hit it, and it's always too modest). They need marketing plans. This is the marketing business. Here's the only one you'll ever need, short and sweet: Marketing plan: 1. Value proposition (how