For several years, I consulted with a marvelous, highly successful fixed-income brokerage company. One morning over breakfast, the CEO offered a provocative phrase and strong acknowledgment of his general counsel that I’ve never forgotten. He stated his general counsel was indispensable to him for the “confidence-good” he provided him. I paused and asked him to […]
In these times of upheaval, it’s sometimes easy to grab whatever business you can get without considering if you really want it. I caution you to pause, assess these business opportunities, and then react. Here’s an example of how I put that advice to work for my own business. Getting the Business Is Not the […]
One of my New Year’s resolutions (yes, I still make them because what gets measured, gets done) is to read a minimum of one business book a month. I’m off to a good start, having completed Adam Grant’s book, Think Again. He’s onto some great transformational behaviors we can adapt as we lead clients out […]
With Broadway shows closing, sports games being canceled/delayed, and a worrisome spike in Covid cases, it feels like I‘m writing this as though it were the end of 2020. But of course, I’m not. Things are different. As a community of business professionals, it’s essential we keep this pandemic in perspective and realize we are […]
First, I hope you all enjoyed a festive, fun, and fulfilling Thanksgiving! As we enter the last month of the year, it is important to realize that between now and December 19th (because after that, it’s off for Holiday time) is a season of opportunity. Right now, we have the opportunity to pick up share […]
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 […]
