I can’t think of a time when forging sincere relationships is more important in our business lives. When consulting clients, you have to drive an agenda to steer meetings toward the results you want. Equally important is the confidence to be curious as you pilot the meeting. This curiosity sends a great message of interest and […]
Throughout my consulting with executives and corporate sales teams, I’ve stressed lately the essentiality of researching potential clients through Google and LinkedIN searches. What you can learn, including recent company news, changes in title/position, background information, is mission critical walking into a prospective client meeting. In fact, if you don’t walk in with it, be […]
As we roll into the holidays and 2012 my wish for all of us is that we perform as our client’s steward, not their custodian. A steward really acts as an advisor with a fiduciary focus versus a custodian who merely reactively looks after a client. One works to prevent messes the other is only […]
…It Honors People Earlier this week, I was coaching a senior level executive who is quite talented in her profession. Her Achilles heel, she explained, is that “people just don’t get it when I explain something.” Through a lot of questioning, I discovered the reason. She often jumps to the end of her thought path […]
In meetings it’s easy to judge/vote on what your about to say then choose to be silent on the matter…think again. Often in my executive development coaching work I find it’s more important for executives to say what they are thinking versus remaining silent. Even if you are off base a bit you […]
“In business, it’s always good to be a little paranoid.” A long-time client said this to me recently and he really makes sense. Often in my coaching assignments, I observe clients assuming that something they set out to achieve has been accomplished by his/her direct reports but in reality, it never did. The reason? Not […]
New York, N.Y. – Just about every business news outlet has used the term “new normal” to describe the current global economic conditions. Limited or no growth. Layoffs and high unemployment. Unstable stock markets. It has become, over the past three years, the environment to which many have become accustom. And some warn that this […]
One of the great things about getting your message right in business, whether it’s to a Board of Directors or client, is that you can cheat on the test! How? Simply by asking your audience what is essential to them. It’s paramount to understand the goals and challenges of your listeners. You also need to […]
If you have ever done work with me, you know that I am a big proponent of everyone in an organization knowing the company’s value proposition. It is the DNA and how the company differentiates itself from competitors. It is also how the company rightfully earns the price put on its products and services. A […]
Finding good, career-minded employees is a big challenge. And you spend a lot of time, effort and resources making sure you select the best person for the job. Then they arrive for their first day. In whose hands do you put their first 90 days of development? Fast Company stresses using a Core employee, one […]
