Sell the Back Story (Issue 1231)
In which we are reminded that our companies’ origins and values stories can be powerful tools to attract, enroll, and engage new clients. Read more »
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 »
Mush Mouth (Issue 1229)
In which we are reminded to speak so listeners can understand us…easily, without straining. Read more »
Tall Ships (Issue 1228)
In which we discover that a short question can reveal a tall tale. Read more »
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 »
Target Zero (Issue 1225)
In which we are reminded about the impact of demography and geography on demand for services. 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 »
Butchering the Opportunity (Issue 1221)
In which we are urged to think deeply about our distinctive, additive expertise. Read more »