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the monday message
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...
You Cause Underperformance
The number one reason there is underperformance around you is because of you, not anyone else. Whether you’re a partner dealing with managers or an associate dealing with interns, you’re not dealing with the underperformance of others. So much so, that YOU OWE THEM AN...
3 Practices of High Performers
Whenever I hear a manager or partner describe someone as a high performer, I ask what it is that makes them so. Are they smarter? Do they work longer? Are they more likeable? None of the above. Inevitably, people tell me that their high performers engage in three...
Reach Higher
When you are at your best, you are really good. Others have experienced it and you know when you’ve done it. It is a fulfilling experience and others benefit. However, once done, a new standard is established and others expect it of you. The problem is that if you...
Exit the Daily Grind
I really enjoy sports and the ways athletes keep their heads in the game to overcome discouragement, maintain perseverance and break through malaise. At a certain level of competition, talent is less a factor and the mental game takes over. You are no different. It’s...
Are You a Workaround?
You use workarounds all the time. A workaround is a way of doing something because the way it is supposed to work is broken or becomes deficient in some way. In fact, you become so used to it that it becomes normal. You just accept it and make accommodations for what...
Know Your Targets
Whenever you go to a shooting range or golf course, you use targets to sharpen your aim and focus your concentration. You also use them to determine your measure of success. How many examples are there of athletes pressing and stretching and reaching for the prize...
Planning Isn’t Enough
You and your firm convinced your prospects that you know what you’re doing and have done it enough to know the ins and outs to ensure a successful engagement. You did such a good job presenting your expertise that they believed you. So you can imagine how disappointed...
Don’t Be Minimized
In last week’s message, I delineated between professionals focusing on the engagement at hand and focusing on the project in the overall client’s vision. It’s so tempting to believe that the most important thing is a successful engagement because you see the project...
