When communicating an idea or recommendation, it is essential to check in. However, it’s “how” you do it that makes all the difference. Can you ask “Am I right?” No. That’s not appropriate…well…pretty much ever! You can, though, when you are speaking with a direct report, client or colleague, ask relational check-in questions. Asking Relational Questions Relational […]
My grandfather, and I expect many of yours, always counseled me: “Keep your friends close, keep your enemies closer.” I counsel my clients to consider this adage when dealing with their most troublesome clients and business associates. You know the ones…they offer their opinions constantly, practice inactive listening and have an air of superiority that […]
“Good morning, boss, I’ve got an idea!” “Yeah…well…sorry but we’ve eliminated your position.” Yikes…blindsided by downsizing! What do you do? How do you go about it? Where is your head?
In my book I talk about how important the voir dire process is to lawyers. In fact, a dear lawyer friend of mine has said, “a trial is won or lost in the voir dire process.” So, are you winning your clients over with your questions? Investigate Before Proceeding During the voir dire stage of […]
To paraphrase an often used quote, “Doing the same thing over and over again and expecting different results” is what I believe is the definition of career stagnation. So often in coaching executives, a client and I come to a discovery; in order to grow, a person must give up a certain part of their business […]
There are so many places through the course of daily life where we have to prove who we are. Just think of the numerous times you are asked to show your credentials before boarding an airplane. Have you ever considered how much you have to show your business credentials throughout your client/customer work? A very […]
Fear of failure affects all of us at some point. For so many of my clients, this fear comes to a head when they are engaging with their customers and clients. It’s natural to worry a client will question your ability. How you prepare for that situation will make the difference.
Here’s an essential modus operendi going into the New Year, make 2014 the year you illustrate your keen understanding of client’s business BEFORE you recommend they purchase your product/service.
My very first manager, Nick, taught me most of what I know today as a consultant. He began my consulting education by teaching me how to “have the war now and the peace later.” He knew that a consultant who could, with confidence, argue a point from the perspective of what was best for the […]
A few years ago, I was coaching an executive who’s 360 peer review was quite critical. She took it hard and asked me if it was too late for her to develop the skills the 360 pinpointed she lacked. I vividly remember the sound of her voice, it was infused with resignation and confusion. She was […]
