Come Out, Come Out, Wherever You Are
There is no predicting the markets or investments of other types these days. There are no “experts.” The gurus will tell you the market went up because of European fears and the market went down because of European fears. They
The Consulting Career Test
Do you have a passion to improve others’ personal performance and businesses? Do you have a strong command of the language in both writing and speaking? Do you have, and can you acquire rapidly, competencies, methodologies, and technologies to assist in client
The Lunacy of Hourly Billing
Over the past couple of weeks I had the opportunity to chat socially with an attorney and an accountant, at two different events. One knew me, the other did not. We wound up discussing hourly billing practices, and after a
The $20 Heist
Every day I receive Google Alerts about my name, trademarks, and so forth. It’s nice to see where I’m quoted or where something I’ve written or recorded has spread. However, once a week or more, I receive notice that some of
How to Monetize Ideas
Very few good ideas are ever monetized. They either drown amongst a lot of other, mostly bad, ideas, or they emerge not fully metamorphosed—crystalline, fragile constructions that blow apart in a light breeze. Here’s how to can turn a good idea
Handling Objections: Watch Your Language
If you are having trouble with objections, watch your language. An objection is always a sign of interest, so it’s best to get them out in the open and deal with them effectively. But never become defensive. “Reverse” the objection (as
The Examined Practice
Socrates observed that “the unexamined life is not worth living.” Perhaps the unexamined practice is not worth working. How often are you willing and able to take a critical look at your own professional services practice (or most kinds of business)?
Saying “No” on the way to “Yes”
I’ve written for 25 years that you must be willing to abandon business at least every two years, because you can’t reach out unless you let go. Too many consultants lug around long-time clients like street people unwilling to jettison
Who Knows Where or When?
I frequently critique book ideas of people whom I mentor, and sometimes co-write books, in addition to my personal publishing. The early conversations often go like this: Them: “I want to write a book about the importance of execution.” Me: “The prospective
Newest Million Dollar Consulting® College Graduates
At the Castle Hill Inn in Newport, Rhode Island: