In which we are reminded, when speaking with clients and prospects, to think through the lens of curiosity rather than judgment. Read more »

In which we are reminded that even clients that look and feel the same have different voices. Read more »

In which we are reminded to ask clients how things will go if they don’t go according to plan. Read more »

In which, when our clients face  difficult choices, we are reminded to ask the question, “What’s important to you?” Read more »

In which we are reminded to clarify the intent behind client and prospect questions. In the Swiss Alps, there’s a cogwheel train that runs from Lauterbrunnen up to Wengen, about 1600 feet higher. Wengen is “car-free” (also, possibly, care-free, we’ll cover that another time). From Lauterbrunnen and all points, the cogwheel train is the only … Read more »

In which we are reminded about the value of preparation and in-the-moment responsiveness. Read more »

In which we are challenged to think of a respectful yet strong enough question that could prompt new thinking. Read more »

In which we are reminded that, as modern as we may be, personal interest and personal connection still matter to some of our clients. Read more »

In which we are reminded to ask, first, and then share the appropriate details. Read more »

In which we are reminded to understand (before we pitch our solutions) our clients’ goals, competing priorities, and concerns. Read more »