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 […]
“Life is either a daring adventure, or nothing.” -Helen Keller The Brexit for many is a daring event, one rife with stress either real or conjured. Living in a world where the global economy affects so many businesses, right now your clients and business partners may be at a point of panic. What next? This […]
On a recent client assignment, I realized my client’s team could greatly increase their resonance with current and prospective clients by changing their conversations with them. Far too often business development consultants and leaders of teams have too many peripheral conversations, not intimate ones. It happens outside of normal business, too. Here’s an example from my recent visit […]
I’ve been coaching executives and sales teams for a while now. And I have found there are three main areas in which people have at least one weakness when it comes to presentations or sales calls. It’s either they aren’t planning their meetings well enough, they lose control of the meeting, or (in some case […]
Recently, a client lamented that he and his firm lost a multi-million dollar order. The CEO, who had not been involved in the process, stopped the expected transaction…after my client had invested a year’s worth of relationship building with the two execs that reported to the CEO. Hence the phrase; no client left behind! I felt […]
Q2 of 2016 is at hand. We’re all working hard…let’s work smart too. As I coach executives, I remind them it’s not OK to only check-in with their associates and provide feedback. They need to check themselves, too. Here are five questions every leader should be asking, and answering, so that the rest of year is productive […]
In the 1980’s the Army had a great slogan I often use when introducing a coaching program to an executive; “Be all you can be.” That’s the essence of an executive development program…if you want it. The problem is, many think of coaching as a punishment or a sign that management is not happy with their […]
