Save Room For Dessert (Annual Thanksgiving Issue)

In which we are reminded, again, to maintain capacity for the accounts and clients that are most important. (NOTE: This is the annual Thanksgiving Issue, one of the author’s favorites, unchanged from its first publication in 2002.) Read more »

Short and Cheerful (Issue 496)

In which  we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value. Read more »

Standing Out in the Crowd (Issue 495)

In which we discuss strategies to draw attention and attract  prospects and referrals. During a training session for branch managers and small business bankers, I shifted the focus from typical networking and prospecting to “attraction marketing” – attracting prospects to you rather than you stalking and chasing them. Read more »

Winning the Head Race (Issue 494)

In which we are reminded that smaller competitors can beat bigger ones through better execution. Angelo Fausto Coppi, the dominant international cyclist in the late 1940s and early 1950s, once described his strategy as, “Age and treachery will overcome youth and skill.” Read more »