Imagine you are the quarterback of a football team. You drive the team to the goal line…just one yard separates you from a touchdown. But instead of directing the next play, you walk off the field, leaving your team stunned and unsure how to proceed. That’s what a client of mine has been doing her […]
Many years ago a client of mine offered me a position at his company. During his invitation, he asked, “Are you as approachable from 5pm to 9am as you are from 9am to 5pm?” I remember freezing at his question. I had no idea how to answer him (though I was pretty sure my answer […]
What is your gift? I bet that’s a question you haven’t asked yourself in a while…or at all. You should have an answer. Most people don’t. That is not to say that people don’t have a gift. They do; they just haven’t defined it. In business development and sales, I always say that people buy […]
We all know the saying, “You only get one chance to make a first impression.” A client of mine experienced that first hand when he was recently promoted. One of his first assignments was to meet an industry “mover and shaker.” This meeting could really open doors…and markets…for him if he handled it well. And […]
I often talk (and write) about “pain points” and “staying in the pain” with clients. I stress that finding out where a clients’ frustrations may lie or what keeps them up at night is a good way to tailor your recommendations so that you address those core concerns, all the time. But the flip side […]
When proposing…well…anything…it’s critical that you get to the decision maker. While that’s true, don’t rush it! Take your time because you’re ultimately going to need some help. Don’t Jump Over Your Current Contact Tread smartly before you ask to meet Mr./Ms. Big. What I mean is make sure your current contact understands and blesses your […]
“I never worry about the future, it comes soon enough.” – Albert Einstein I think about this prescient statement often when I am setting goals. Goals should empower you, not burden you. However, do feel like too often it’s the latter rather than the former? The fault may be your own. Set Goals You Can […]
On my blog, I generally try to give useful tips and insight that will help you improve the way you do business. Let me assure you that I turn that critical eye on myself, too. Especially at the beginning of a new year, I like to assess my own behaviors, tactics, and outcomes to determine […]
“You don’t understand. My CEO doesn’t realize what’s really going on here…” I hear this at least once a week. The good news is my client realizes their CEO is not seeing the entire picture. The bad news is my client gets distracted with other “fires” and forgets to give this feedback directly to his […]
“Steve, so many times I know she is the smartest person in the room, she’s just not showing it.” That was the feedback I got from a client who was frustrated that one of his managers was not developing the trust of her team. “I’m worried that if she doesn’t start speaking up, the window […]
