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It’s Not About You
The Partner-Pipeline courses emphasize the application of skills, so I do a lot of demonstrations, case studies and role plays. That’s the only way to determine that participants know how to apply what they learned. In a particular course on meeting with prospects, we...
Say It To Be Heard
In several of the Partner-Pipeline courses, we concentrate heavily on communication. Not just listening and talking, but in specific situations where communicating is a challenge. One area is how to present your perspective when you disagree with someone. This is an...
Make Your Service Memorable
About a month ago, I had the unfortunate experience of dropping my computer and cracking the screen. And fortunately, I purchased not only the hardware warranty, but also the damage warranty. So I contacted the company, expecting a long wait on hold, an arduous...
Why You Blame Others
By nature, professionals pride themselves on their competence—the ability to apply their technical knowledge to situations in order to solve problems. There is great inner satisfaction that comes from a job well-done. Each engagement is a challenge to prove that you...
What You’re Made Of
How do you handle being put into a situation to do something you’ve never done before? Like run an important meeting that has serious consequences? Or give a presentation to a sophisticated audience? Or take on a huge responsibility that you feel unprepared for? It...
Don’t Let Deficits Overshadow You
No one is more convinced than I am that focusing on your strengths is the only way to excel. You will improve your deficit areas only so much and you will never be exceptional. If you put the same effort into improving your strengths, you become excellent. That said,...
Uncomfortable? Tell Them Anyway
A recent survey was conducted by the Harris Poll showing that, of the more than 600 managers participating, 69% admitted to being uncomfortable communicating with their employees in everyday interactions. Worse, 37% were uncomfortable giving direct performance...
Avoid Powerless Behavior
I spoke with a partner the other day and he mentioned a situation about a manager who wanted to be promoted to a senior manager position. Unfortunately, no promotion was in sight. Why? Because the manager could never deliver on time and always had an excuse, which was...
Develop Your Grit
Recently, I watched a TV special on how special forces candidates are selected. After cognitive ability and emotional stability are screened, the final element is a physical endurance program that is so gruesome, it separates those few who make the grade and are...
The Lure of Busy
There is a fly buzzing around the office that drives everyone crazy. It has no purpose, direction, or focus. It just flits around, acting like it has important things to do. You see, the fly has this belief that, because it is busy, it is accomplishing things. It’s...
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