trusted advisor

Storm-Chasers (Issue 530)

In which we are reminded that early warning systems are the key to generating timely new ideas for clients or to avoiding trouble. Read more »

Question Elegance (Issue 528)

In which we are urged to increase the attention we pay to context in the questions we ask. Read more »

What’s Different (Issue 520)

In which we are reminded to look for what’s different in the companies we call on rather than for what’s the same. Read more »

Planning Ahead (Issue 517)

In which we are reminded to prepare call questions and responses to likely challenges lest we fallon our faces. Read more »

What Will They Miss? (Issue 503)

In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »