Where the Airlines Fail, You Must Succeed

This holiday season, millions of people will take to the skies to visit family and friends. It will all go smoothly, right? One look at the massive construction at New York’s LaGuardia airport or the recent pilot scheduling snafu at American Airlines belies the reality…the air travel industry’s image has morphed from the lap of […]

The Arrogance of Selling

This blog/message is written as a reminder for you..and me. You know that swagger you have when you walk into a client’s office ready to present your product/service? STOP IT! Start walking in with a presence of curiosity and support, not surety. It’s implicit that you know and can defend your offering. However, that’s not […]

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 […]