Brighter Whites (Issue 980)

In which we are reminded that “honest assessments” can activate client defenses.   Read more »

Lists (Issue 979)

In which we are reminded that clients are most delighted when we think ahead and bring them useful  ideas.   Read more »

Too Much Haste to Advocate (Issue 978)

In which we are reminded that one question isn’t a good discovery conversation, no matter what the reply. Read more »

Save Room for Dessert

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

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