102708 Puzzler Solution

Last week’s Puzzler began:   A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting with a client’s executive team, all men, 50-ish years old. The team was working on its first transaction for the client. … Read more »

102008 Puzzler

In which we’re challenged to recommend a strategy for an X-treme prospecting game. A partner at a “white shoe” New York investment bank (now out of business due to the recent financial unpleasantness) was preparing his deal team for a dinner meeting Read more »

101308 The $300,000 Sure Thing

In which we’re reminded to check and double check things we hear from clients during a complex sale.   I came to call it the “$300,000 Sure Thing” at a time when $300,000 was a significant sum.   During a project with a large bank, thanks to my client’s relationship with her CEO, I began … Read more »

Success Measures

….In which we remind ourselves to understand how our clients are measured so we can help them be successful. My children’s’ rooms are disheveled. This state has been an ongoing source of friction between the children and their mother who will, for days at a time, ignore the dishevelment and then, without any apparent triggering … Read more »

100608 Forget About The Specials

In which we are reminded to fit special promotional offers to our clients, not the reverse. It came as a little bit of a shock. I was wrapping up a telephone conversation with Edith, a customer service representative at a clothing company from whom I buy winter outdoor clothing on line. My dad and I … Read more »