I’ve heard every excuse in the world for why presentations fail. Here are some doozies: “I didn’t get enough sleep last night.” “There wasn’t enough time to prepare.” “My boss just threw me in there without warning.” “I got lost so I was late. It threw me off my game.” “The moon was in the […]
Curating your organization’s value proposition is a fun exercise that brings people together along with synthesizing your company’s DNA. Too often, however, organizations feel they need to present their history of achievements, how they began as an organization X number of years ago and/or the biographies of their founders. All of these are wrong. How your organization got […]
When interviewing someone for a job, we generally have a few key characteristics that, if found, would indicate the person will be successful with our company, right? But, how often do we look at our own sales teams with the same amount of examination? What I’ve found over the years, whether it’s with Fortune 500 […]
Email. Text. Chat. Voicemail. All of these have become common ways in which we communicate with clients and business associates. But what about the big one…the phone call! Lost in our digital age is the importance a phone call can have in determining the future of your business relationships. And yet, many times I’ve witnessed seasoned […]
Most of us have some kind of mobile device we use for directions. We plug in a starting point and a destination and voila…fully mapped out routes. Apps like Google Maps and Waze will give alternate routes from which to choose, essentially asking for our input. So, if a mapping app can do that, why don’t […]
As you grow as a leader, you will change, whether you like it or not! How you change and the impact that has on your development, your team and you future is up to you. Sometimes, the changes are requested by others who see your potential, even if you don’t. I work with many people […]
In my last post, I listed the 10 Worst Questions to Ask a Client. So, what questions should we be asking? Given the pressures so many of have on producing results it’s important to understand that the pressures we have, our clients have, too. Therefore, to “serve” clients as an adviser, not a vendor, you […]
I was recently asked to write an article focused on the Private Equity industry. The following is that article. I hope you will find elements that can help you in your business as well. Do you remember when you first entered the Private Equity business? Maybe it was quite a while ago, maybe just a […]
Recently, I was asked to pen an article focused on the Private Equity industry. The following is that article. I hope you will find some useful tips for YOUR industry. Becoming, and remaining, successful in Private Equity presents many challenges. Champions figure out how to overcome them so that they can stay ahead of the […]
It has certainly helped mine! Several years ago, I was hired by a tutoring company to design their value proposition and work with their executives to demonstrably strengthen their ability to procure business. Through our relationship together we brought to the surface many of their challenges and neutralized them as they manifested. Last year the CEO […]
