Recently, I was coaching a lawyer who would soon have a meeting with an organization to potentially perform legal work. As we discussed the meeting, he let me know that his intention was to start by asking directly about the case. My instinct felt the opposite. He needed to employ some strategic small talk first, then […]
Recently, a dear friend and client texted me with some alarming news…he had hit a wall. He said that he’d lost his way, didn’t have anyone in his life that cared about him, and didn’t want to go to work at all. His life/business resignation was palpable and a cry for help. After a very […]
Yes, virtual communication during this Covid era is still with us. And I believe it will be long after the virus is at bay. I used to say to myself, just get used to it. Now, nearly two years into this next normal, I’ve said to myself: Get better at it! And I believe I […]
McKinsey & Co. recently wrote about the importance of understanding people’s feelings of loss and anxiety due to COVID. As a leader, you owe it to your directs to have this level of understanding as we enter Q4. My father as a surgeon always said, “You never treat one patient the same as the next. […]
In these turbulent times, companies are pivoting at nearly every turn, trying to keep their business moving forward while dealing with a mobile workforce, downsizing, and other disruptions. One trend I’ve seen is sales managers having to “roll up their sleeves” and get back into business development activities again. And while some might say it’s […]
Above all else, it’s critical that you influence your clients and employees. A lot is made of “influencers” on social media…those who amass huge followings and can impact a brand’s sales and public opinion simply through posting their opinions. That’s not what we’re talking about here. Post COVID, our responsibility in business is to genuinely […]
Theodore Roosevelt once said: “In a moment of decision, the best thing you can do is the right thing to do, the next best thing is the wrong thing, and the worst thing you can do is nothing.” Welcome to the new world of leadership, post-COVID! Above all else as a leader, you must be […]
As we all re-enter the world of meeting people, persuading them to understand and accept our recommendations, I’ve noticed that many of us have gone back to qualifying what we say. For example: “What I’d just like to just try and do today is to hopefully walk you through some suggestions that I think could […]
Today I’m back meeting with clients face to face! Yikes, it’s like Back to School…HAPPILY! Last night, though, I realized I needed to define how will I facilitate this training. What questions will I ask to re-enter my client’s world relationally and commercially empathetically to make a difference? Perhaps you are facing the same dilemma […]
My last blog focused on the “WHY” of cross-selling, this blog focuses on the “HOW.” Always remember cross-selling is good business. It credentials you as an advisor, not a vendor. Someone is going to sell this service to your client, the question is, will it be you? Even if it ultimately isn’t you, you’ve still […]
