I took two of my three children to lunch today. As we were greeted at the desk, I asked the young man, “How are you today?” He replied, “Living the dream.” But it was clear from the look on his face and his tone of voice that he was anything but…Continue Reading
Archive for November, 2013
The reason you don't have the results you want today is because you didn't do what you needed to do some time ago. The pain may be new, but the root cause is old—maybe dog-years-old.
The action that you want to take today to get results now are…Continue Reading
Competing Without a Relationship: An RFO shows up in your inbox. Or you happen to make the call right as your dream client begins to evaluate potential partners. The point is, you’re late to the party. It’s tough to compete from behind, and it…Continue Reading
“Sometimes” isn’t a good strategy.
“Sometimes” doesn’t produce anything consistently except inconsistency.
“Sometimes” can’t be trusted or counted on.
“Sometimes” is sporadic.
“Sometimes” occasionally gets lucky, but its success…Continue Reading
I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that…Continue Reading
Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different…Continue Reading