Save Room for Dessert (The Annual Thanksgiving Issue, 446)

In which we discuss the merits of pacing oneself through the sales year. (We offered this column for the first time in 2002. We repeat it annually  to mark the passing year.) Last Thursday, my family and I, complete with children and grand mothers, celebrated Thanksgiving. I married into a family that believes Thanksgiving dinner … Read more »

Trusted Advisors (Issue 445)

Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table. My Urban Spoon app wouldn’t open on my iPHone. Neither would the other apps I’d downloaded. Read more »

What Have You Done For Me Lately (Issue 444)

In which we are reminded…. and  reminded… and reminded… to remind out clients about the value we’re creating with them. “What time is your flight,” inquired my driver? I climbed into his cab at 5:30 pm, leaving my hotel in Chicago bound for O’Hare airport. “7:10 pm,” I replied. Read more »

Which Way Do We Go? (Issue 443)

In which we learn to ask a fairly personal question answers to which will help us develop our account strategies. “So, what is your Plan B,” I asked? Read more »

Show Me That ‘Cha Love Me (Issue 442)

In which we’re reminded to call even our smallest clients at least once per year to check in. “I’m really disappointed in how your firm has taken care of us,” I said to the managing partner. Read more »