10 Things to Know About Your Clients

If you’ve followed my blog over the years, you know how much I stress doing your homework. It’s critical. When dealing with smaller companies, this task is mostly manageable. However, with larger companies, you may find that the challenge isn’t getting enough information…it’s getting enough of the RIGHT information. To help, I’ve narrowed the focus […]

Get Involved…or Get Out!

Hold onto your hats…this post will sting a bit. Business Development leaders, what are you doing each day to make your team a team of green berets? Are you on the sidelines reporting their achievements or are you on the field shaping their achievements? Too often I’m finding leaders are on the sidelines, tracking progress […]

4 Open-ended Questions That Work

When I was a kid, my father, a doctor, would take me along with him when he made his rounds at the hospital. I was always amazed at his focus and humanity. While my father was asking insightful questions of his patients, I was dreaming about lunch at the Strathmore Deli in Manhasset…I could just […]

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 […]

Presentation Prep: Mitigating Mistake Risks

As you prepare for your next meeting, imagine that CNN will be there broadcasting it live. How does that make you feel? Nervous? Self-conscious? Truth is, it shouldn’t matter. Facing your next meeting as if the whole world will see it let’s you take the bull by the horns: come what may, you are going […]

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, […]