Forty Years (Issue 1230)
In which we are reminded about the extraordinary value of vision and planning to help ourselves and our clients move into the future. Read more »
Managing Sales Process
She Asked Me to Think (Issue 1227)
In which we are encouraged to address “resistance” or “obstacles” with questions that prompt client discovery rather than “overcoming” or pitching. Read more »
Metronomes (Issue 1224)
In which we are reminded of the value of setting target activity metrics for ourselves. Read more »
What’s Your Cookie? (Issue 1223)
In which we are reminded of the importance of butter, sugar, and memorability. Read more »
Tolerance for Errors (Issue 1222)
In which we are reminded that top performers prepare so thoroughly that mistakes disappear. Read more »
Instrumentum Irritum (Issue 1220)
In which we are reminded that, when clients say “we have done this or that” (i.e., implemented cyber security practices or documented an issue), it’s good to request, “show me”, and assess the efficacy. Read more »
Stick With The Program (Issue 1219)
In which we are encouraged, when following a strategy, to plan periodic resets and stick with the plan in between. Read more »