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 »
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 »
In which we discuss the connective value of a little extra digging as part of our pre-call research. Read more »
In which we discuss strategies for obtaining a larger share of the high margin business. “Hey, why can’t I have that? … Why did he get so much more than I did?…. That’s not fair!” Sound familiar? Ever said those words or had those thoughts as a child or as an adult? Read more »
On the Fourth of July, there is no other city on the planet in which I’d rather be than Boston. Yesterday, sun and warmer temperatures broke a long string of foggy, misty, cool spring days and the city came alive. We met people from Portugal, Russia, and a dozen U.S. states as we participated in … Read more »
In which we are reminded to prepare for the “meeting after the meeting.” They’ve had a lovely evening together. Dinner, sparkling conversation, and a play, topped off with cappuccino and a deeply chocolate dessert, shared and savored. They’re returning, now, walking up the path toward her front door, both minds spinning. Read more »
In which we’re reminded about the importance of swimming in the water with our clients. One of my children’s greatest fears is that their mother will become the school nurse in their next school, peering into lice, ears, noses, and throats of friend and foe alike. Ugh! Read more »
“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »
My wife’s grandmother, Gramma Donahue, many times instructed her children and grandchildren, “Never go visiting with one arm as long as the other.” Read more »
In which we discuss a difference between “consultants” and “needs satisfiers.” I was sharing stories with another business owner this week, discussing succession planning. At one point he said, “I hired a guy, thinking he would develop into someone who could eventually lead the firm.” Read more »
We Are Seriously Social.