Tag: integrity

Back when I worked for a very small company, I was invited to a meeting with one of my prospective clients. They invited my competitor too, so the contact could explain her project to both of us at the same time. Both my company and I were young…

Because we are still in the middle of a global pandemic, civil unrest, and seemingly never-ending war between two narratives designed to divide us from each other, today, I am compelled to offer some lighter fare. Naturally, there are lessons, but…

You are going to be measured by your work. You are going to generate a reputation for yourself. Whether or not it is the reputation you want to precede you is going to be determined by your standard. Those with low standards are known for having…

My friend, Howard Bloom, tells a story about Japanese macaques (monkeys). He says that “an innovative leader can spread new practices through the group in hours. But a conservative monkey leader, a dictatorial defender of the traditions he’s…

I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my childhood, and she asked me to please limit my email newsletter to business-related topics. [You can read the post 7 Things I Was…

Your client has to be wrong. They believe that you made a commitment that you aren’t keeping. But you don’t remember making that commitment. In fact, you would have never made the commitment they now expect you to keep. Here’s how those…

Words on paper have the power to inspire. But alone, they don’t always create a big enough “why.” Your mission statement, vision statement, values statement, and guiding principles aren’t where the real action is, as inspiring as the words may… Continue Reading

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…

I have made note here on my feeling about selling price. And here. And here. And here. The principle rule was, is, and always should be to create enough value for your dream client that you can capture some of the value for your company and for…