Blog
Don’t Make Difficult Clients
I recently completed a two-day training at a top drawer firm and inevitably, a discussion ensued about dealing with difficult clients. People bemoaned about how they have been victims of demanding, persnickety and unrealistic clients. Everyone had stories where they...
Leaders and Those Who Lead
I recently saw a quote asserting that there are leaders and then there are those who lead. It caught my attention for a number of reasons, but mainly, it hit the nail smack dab on the head regarding what I see on a regular basis. Regardless of where a person is in an...
Make a Decision
One of the marks of a leader is the willingness to make decisions without having all the information. They step into the future without a crystal clear view. Not blindly, because they have enough of the shapes and shadows to fill in the remaining 20% of what they...
Ask The Second Question
One of the evidences that you are a polished professional is demonstrated in how you respond to questions. Fundamentally, your natural response when asked a question is to simply answer it. Since you’re a problem solver, you think the question is a request for...
High Performer Angst
I so enjoy working with high performers (HPs). They perceive their world and themselves differently from others. One of the HPs in a firm where I conduct the Partner-Pipeline program sent me an email that is typical and thought it would be useful to you. I’m...
Your Weaknesses are Irrelevant
I’ve spent a good bit of my career training and coaching people like you to become high performers. As a result, I’ve come to realize that there is not one way, but many ways to be successful. What works for some won’t work for others. If you’re not successful one...
I Don’t Under-Communicate
Why is it that you can recall dozens times when others have not communicated well or timely with you, but you struggle to identify even one instance where you under-communicated? Ok, maybe that one time. But otherwise, you’re pretty good. Or so you think. If I were to...
The ONE Success Trait
Whenever you see someone who has achieved a measure of success, you try to figure out what made them successful. So you identify all the things they had going for them. But those reasons really don't explain it because others who weren’t successful have had those same...
Calibrate Your Immediacy
Some things are really hard to teach because they are as much about natural ability as they are about skill and behavior—things like boldness, empathy and critical thinking. They are the small capabilities that make a big difference related to high performance and...
Concern Beneath the Question
A younger associate accompanied a partner to several prospect meetings just to observe and learn. After several such meetings, he noticed that the partner would follow up with the prospects using various points of emphasis that seemed to really resonate with them. How...
