What Were They Thinking? (Issue 1044)
In which we are reminded to understand both how and WHY our clients and prospects have organized things the way they have. Read more »
Clarity
Five Whys (Issue 1037)
In which we are reminded that we find more benefits that really matter if we ask “why?” more than once. Read more »
Pinballs (Issue 1036)
In which we are reminded that being thoughtful, generating ideas, and adding value, takes time. Read more »
Trigger Warnings (Issue 1035)
In which we are reminded to identify and monitor ‘trigger events’ that tell us when prospects or clients may be thinking about issues with which we can assist. Read more »
Cookies (Issue 1034)
In which we are reminded to put things where they belong and to use checklists before meetings. Read more »
Icy Patches (Issue 1033)
In which we are reminded to anticipate, through pre-call research, the impact of past events on clients or prospects we’re seeing now. Read more »
Then The Rains Came (Issue 1015)
In which we are reminded about the importance of checking for changes just before client meetings. Read more »
Burnt Sugar (Issue 1014)
In which we are reminded to develop at least one clear differentiator that attracts potential clients to us. Read more »
The Voice of Potential Consequences (Issue 1013)
In which we’re reminded to help our clients see what may happen if they don’t change course. Read more »
We Are Seriously Social.