Entries by Steve Giglio

Managing Organic Growth After a Merge

Many organizations scale their business inorganically through buying and merging with companies that enhance/broaden their business proposition. “Overnight” these newly formed entities have a blended set of employees, vendors and customers. This is a fine strategy except once these marriages have taken place, an organization needs to meld their businesses into one cohesive unit that’s […]

Clues Are in the Research

I believe it was Dale Carnegie who once said; “Arouse an interest in another person before you present your idea…” I’ve expounded on this for years…the sale is made in the listening, not in the presentation. But listening without perspective is a lost opportunity to connect. Doing some quick research about your key client contact, […]

Don’t Give It Away

You go into a meeting where you will be pitching your company’s services and/or products. At some point, the client turns into a charity case when their expectation is that you will do some of the work for free as “goodwill” to earn their business. Been there? And did you comply? You shouldn’t. Even though […]

Leadership Is Not Overcommitting!

Raise your hand if you have ever said one or more of the following: I’d like to spend time leading my team, but I’ve got to focus on…. Recruiting Renewing my existing clients Retaining my high performers Branding activity My P+L Business forecasting HR issues Compliance issues Daily fire drills Operational issues only I can […]

Leading is Living the Experience

I’ve just completed a program with the leader of an organization whose humility and confidence was profound. She participated in the program on Business Development with her direct reports. In a very demonstrative case of “leading by example,” she was willing to be coached and learn right along with them. It made a difference. Here’s […]

The Big Impact of Small Talk

“How are you doing?” “How’s the weather where you are?” “What’s new?” “What’s your sign?” We all use small talk a lot to start of conversations. But too many times in business meetings, we use opening questions like those above (Ok…probably not the last one!), the answers to which do nothing to move your relationship […]

Never Underwhelm Again

In speaking with a new client, I found it interesting to hear her lament relative to business development. She spoke about underwhelming a client during a presentation and asked how to avoid this going forward. I asked, “Did you relate the presentation to what they told you about their business? Did you probe further to […]