One Comment, Twenty Answers
"We've cut back on all consulting in this economy." • That's what a lot of my current clients first said to me. • I don't blame you. The key is which ones you retain. • You don't grow through reducing. • Have you replaced
The Inexpensive Way to Be High Quality
I’m astounded by the number of people who consider themselves to be professionals in solo practice who simply don’t realize they are acting like amateurs. They are of better quality and intent than their actions represent. Here are some simple ways
Sell Your Way Out of A Down Economy
NOTE: This is my current column form RainToday.com, where I am a contributing editor. As the Chinese proverb admonishes, “May we live in interesting times.” I don’t know about you, but the current times sure do have my interest. But when I
Weaker Link
The Institute of Management Consultants (IMC) does its best to try to herd cats--help solo practitioners to learn and grow. But it has been woefully behind the times in terms of value based fees, marketing, and so forth. After my
Follow Me
In the "olden days," as my son used to say, military aircraft pilots would follow a jeep or truck with a big sign saying "Follow Me" as they taxied after landing. The vehicle would lead them to their designated space. Well,
Pound Stupid
A woman from Australia had placed a $180 book order, which I told her would be filled once my trip was over. She wrote a day ago to cancel it because "the Australian dollar has declined against the US dollar, and
Low Hanging Fruit and Tough Times
(This is my recent column in RainToday, which I'm reprinting here because of of its universal appeal, and because I like it a lot.) There is a hackneyed and obnoxious phrase in the sales business called "low-hanging fruit." The point, as
Virtual Success
Here's an item from today's New York Times, "As Travel Costs Rise, More Meetings Go Virtual": "Corporate training and education is a field many companies are moving online, in part to trim travel costs. Darryl Draper, the national manager of customer
The Weakest in the Herd
News item: Business bankruptcies jumped by 17 percent in the second quarter of 2008, higher than at any time during the past two years, according to McClatchy Newspaper analysts. From April through June, over 15,000 U.S. businesses ceased operating, with
Truckin’ On Down the Road
I'm talking to a lot of people in my Community who are having very good years. Some patterns have developed, which perhaps may be best practices for everyone: 1. They seek opportunity. They figure that "there must be a pony here