When you initiate a contact without trust, you are setting yourself up for a "No". It's a brave new world. Yet, there are still people acting out of desperation and ignorance. Why try failing tactics of interrupting people with cold calls, unsolicited emails and other imposing marketing messages? … [Read more...]
Saturday, December 17, 2011
Overcoming Inertia In Your Work
We're all ruled by inertia.I was a mechanical engineer in my past life. It was drilled into my head that the laws of physics are governed by Newton's laws of motion. The first law according to Wikipedia states: Every body remains in a state of constant velocity unless acted upon by an … [Read more...]
Friday, December 2, 2011
Respect And Relationships
Respect is the lubricant of healthy relationships. Our relationships are fragile when there is little trust. Thus, we can be hypersensitive to disrespect. It can keep trust from ever developing and allow for healthy relationships.The give and take in a consulting client relationship is … [Read more...]
Thursday, November 10, 2011
Results And Caring
Doing excellent technical work is expected. This is a minimum requirement to work on projects and get business with clients. We are no longer limited by our choices to a local market of available talent. We can work with anyone anywhere on the issues we face in our business. We can measure … [Read more...]
Sunday, November 6, 2011
Gaining Clarity From A Fresh Perspective
In working with clients I have often found problems hit roadblocks because of a lack of perspective. Being too close to a problem such as stunted business growth, poor sales strategy or low customer loyalty may be something that is hard to see.Our own blind spots can cause us to miss answers … [Read more...]
Monday, September 12, 2011
Being Direct As A Strategy
Candor is a key leadership attribute. This is especially true today when we are bombarded by convoluted and ambiguous messages from people and companies. Those that can speak clearly and plainly can create a great differentiation in the marketplace where clarity is highly sought after.Being … [Read more...]
Sunday, May 15, 2011
Your Buyer And What They Care About
Everyone is not your buyer. Everyone is not capable of saying, "Yes." If you are out there broadcasting a message without targeting it to someone concretely and specifically, then it is not only ineffective but costly. Your brand will suffer from a lack of focus and connection to your … [Read more...]
Wednesday, March 30, 2011
Leadership By Responsibility
Hard chargers typically have a leadership issue. Their single-mindedness which creates opportunity, momentum and results, is usually driven from a strong ego. Egos are hard things. They bruise easily.Mistakes will happen. When you are working with people, your leadership quotient can be … [Read more...]
Monday, January 17, 2011
Selling And Connecting With Industry Words
Much of business is about the intake and communication of information for a desired result - a sale, a deliverable or an opportunity. In consulting with companies or speaking to audiences, using industry words helps to drive connection quickly. Terminology that is common helps to cut through the … [Read more...]
Thursday, June 3, 2010
What You Mean
"It's not so much what you do, it's what you mean." This is from a children's story, The Railway Children, by E. Nesbit. Authenticity in intention is what matters. It is what your buyer is seeking. They also know it is rare. Too many businesspeople are automatons in their approach. They … [Read more...]
