It’s Hard to Tell the Truth

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It’s harder to tell the truth than to tell people what they want to hear. The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The truth is that things may have to get … [Read more...]

What I Have Come to Believe About Leadership

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Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns. Here are four beliefs about leadership that I have developed over the years. I … [Read more...]

Four Lies You Must Not Tell

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The truth at any price, even the price of your deal. Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you aren't all three of those things, and … [Read more...]

Lying Isn’t a Strategy

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Today, I am disappointed. Sad, really. My phone rang. I answered. It was someone who works for me. She said, “[Salesperson] is on the line. She insists she has an appointment with you at 2:30 PM.” I live on my calendar. How could I have been so careless? I open my calendar app, … [Read more...]