You worry about your dream client taking your big idea and executing it themselves—or worse, giving the idea to your competition. As unfortunate as this is, it is a necessary risk and part of being consultative. One way to make this point is to…

You don’t need to rush out and read every new book with every hot, new idea. Bouncing from one idea to the next, never fully integrating what you’ve already read isn’t going to help you produce better results.

You don’t need to attend another…

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…

The exceptionally smart people I know are also exceptionally curious. They are always hunting for and exploring new ideas.

One of the first questions the curious will ask you is what you are reading. See my friend Jack Malcolm, and I dare you try…

Not so long ago, call it right after World War II, a bargain was struck. You would trade 47 years of your life for a salary, healthcare, and a pension plan. At some point in time this bargain fell apart. It wasn’t broken all at once. It…

You have insights that you are dying to share with your dream clients. You know that these insights can make a difference for your clients. But guess who else has insights? That’s right; you’re clients have insights of their own.

Many of your…

You want your dream clients to find you interesting, insightful, and compelling. You want them to recognize that you are the value (or a very big part of it). You want to be Mr. Trusted Advisor or Ms. Consultative Salesperson. If you’re going to…

As a leader, you are so mired down with work that there isn’t any hope of every truly being caught up. You can delegate and defer to your hearts delight, but the demands are unrelenting. It can feel like every time you get one activity that needs…

Some time ago I offered a program that I created to the people who receive my newsletter. A lot of people signed up. Some sent me notes explaining why they couldn’t sign up at that time. But I found one email in particular to be most…