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 »
In which we learn the value of asking questions about value. “Why are you doing that?” A daughter’s question to her father while watching him struggle with household task. Read more »
In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” 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’re reminded to ask about our clients’ listening before we begin speaking. “Dad, why does an apple turn brown?” Read more »
In which we learn to not to assume that clients want to fix their problems. I married a nurse. I’ve developed a taste for stories that capture staff and patient life in hospitals. One of my favorites: 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 »
In which we are urged to protect our profits in escalating negotiations. My wife (who expertly manages our household day to day) sometimes asks me to run errands for her on a Saturday morning. Typically, we discuss her list and I head out the door. Then the most amazing thing happens. Read more »
We Are Seriously Social.