Skip’s Lesson (Issue 437)

In which we are reminded that we own the leads we’re given, no matter how bad (or good) they are. “Here,” he said, handing me the torque wrench, gently pushing me on my mechanic’s creeper under the car. “You’re going to tighten these.” Read more »

Lead With Ideas (Issue 436)

In which we are encouraged to lead with ideas rather than wait for our clients to discover they need us. “So, as we went around the circle, sharing what was going on, I found out that the other guys in this ‘outplacement group’ didn’t have any meetings lined up. Nothing! I couldn’t believe it. If … Read more »

Rookie Questions (Issue 435)

In which we discuss applying research to generating questions that make a difference. “How is family contribution calculated? It was a rookie question about college financial aid. Our second child is applying for college admission; we join her at pre-application college “Information Sessions.” During the first of two on Saturday, the Admissions Officer offered to … Read more »

It It True LeBlonds Have More Fun? (Issue 434)

In which we discuss the connective value of a little extra digging as part of our pre-call research. “You can’t find those Cole Haan shoes anymore.” I had just called a break in a meeting that included a client’s Senior Leadership team. One of the senior leaders, notably well dressed on every occasion, broke my … Read more »