How to Control A Conversation
In our business, language is everything. Language controls discussions, discussions control relationships, and relationships control business. Too many consultants (and professional services providers) engage in conversations without any goal or objective, as if merely "chatting up" someone will lead to business.
Tell Me Where It Hurts
When you're coaching people or simply observing clients, you're well served never to assume someone else is "damaged" or malicious. We tend to make too many assumptions about others' motives without any evidence. There are four key vectors to consider when,
Advice from the Mentor Summit in Miami Beach
Having conducted another Mentor Summit (where members of my global community gather for a few days to learn, network, and have fun), here are some observations I’d like to share with all professional services providers. • You are usually much better
Stop Procrastinating
Here's how you schedule time to get things done. Let's say you want to write an article or position paper. 1. Choose the audience you seek to influence, probably those most appropriate for your value proposition. (5 minutes) [Bank lending officers] 2.
The “Next Level”
There are certain words and phrases that, while originally well intentioned, have become hackneyed and trite. “Have a nice day,” “meaningful,” “impactful,” and “good to great” all come to mind. I’m not merely fossicking here, because “We want to go to
Physician’s Observation on RESOLVE
Here's a surgeon's observation on my approach to RESOLVE: "Developing resolve translates to the creation of new neural pathways, and then making conscious choices to use the new paths over the old." Vicki Rackner MD To view my free video series on RESOLVE,
Free Video Series on “RESOLVE”
People often fail to achieve goals because they don't "run through the tape," don't have the wherewithal to get past the finish line. What I call "resolve" is beyond accountability, beyond priorities, beyond discipline. I've created four free videos for anyone
The Consulting Bible Reviewed by Project Management Institute
Book Review: The Consulting Bible - Everything you Need to Know to Create and Expand a Seven Figure Consulting Practice Author: Alan Weiss Ph.D. Reviewer: Richard Sachs, PMP, MCPM Dr. Alan Weiss adds this recent book to his extensive publishing career of over
2012 Financial Regimen
I never give financial advice and I don’t pretend to be a financial expert. But I have worked with thousands of solo practitioners and firm owners, and I have learned from my own mistakes. So here are some New Year’s
Of Geese and Gulls
I was driving by a well-manicured expanse of lawn covering perhaps six acres. In one spot, about 150 gulls were sitting on the grass in a large cohesive group, conducting a meeting on the drizzly morning. Just a few yards