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11.07.10 Hard Won Skills

Most likely in your business, there are skills that are intuitive and there are those that are hard won.  The latter are the most challenging yet, they are critical to your success.  Whitney Johnson tackles this issue in her latest blog entry on HBR.com.  And I posted my thoughts on the relevancy of her writing […]

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05.18.10 Even in Paradise

Even in paradise, consistency of message matters… I just spent several great days with clients at The Grace Bay Club in Turks and Caicos.  In speaking with the Chief Operating Officer, we got into the importance of everyone who works for and represents the property to be in one-voice when presenting it to guests or clients. We’ll […]

02.02.10 Renewed Perspective

I’ve just returned from a little New Year’s respite quite refreshed but also quite reminded of how memorable and impactful genuine service is. Cabo San Lucas Mexico is a beautiful place to chill; I discovered it’s also a beautiful place to observe first class service.With so much uncertainty and tension around us at home and […]

01.26.10 Selling Solutions in Frenzied Times

The fashion world is a mercurial one where you need to understand people’s desires well before you recommend any products. I’ve just worked with a team of very savvy retail salespeople who represent high end jeans and other upscale garments. Their clients are Buyers and the actual designers.  It is essential with jaded Buyers (clients) to control […]

12.06.10 A World Away, and Yet Familiar Territory

I just returned from my Singapore Training with American Express refreshed and possessing as vibrant a pace as Singapore itself! The vibe there is one of collaboration and deal creation versus recession and doubt. Three’s a great “Buzz” there that is infectious. It is really a powerful hub of Asia/International commerce. My clients were motivated […]

11.22.09 Insight from Singapore

Just completed the Client Development/Situational Presentation Program in Singapore with American Express. Fascinating news/discovery… …one of the participating clients was a Vice President who manages client relationships in Japan for AX, a very switched on professional executive. Upon being videotaped and coached on his physical delivery he realized the importance of holding his eye contact […]