Rocky Path (Issue 736)

In which we are reminded not to be put off when others describe particular clients or prospects as “difficult”. Read more »

Early Preparation – Were You Thinking? (Issue 735)

In which we are reminded that winging it can reduce our credibility with clients. Read more »

On Giants’ Shoulders (Issue 734)

In which we are reminded: Take a moment thank people who have sponsored us and coached us to become who we are. Read more »

Sharing Control (Issue 733)

In which we are reminded that “collaborative conversation” with clients is frequently better than “we keep control.” Read more »

Take What The Defense Gives You (Issue 732)

In which we are reminded to pursue issues in which our  clients are interested rather than issues we PLANNED to talk about. Read more »