Matted Down (Issue 537)
In which we are reminded to follow our “broad” questions with very specific questions that tease out the detailed facts we need to propose value-based solutions. Read more »
trusted advisor
A Little Excitement (Issue 531)
In which we are reminded that we need to market (attract attention) before we can sell. Read more »
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 »
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 »
We Are Seriously Social.