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Have The Hard Talks
Being professional isn’t easy. It takes attention, effort and courage. You have to do things and behave in ways that are uncomfortable to you. One of those uncomfortable responsibilities is to have difficult conversations with people. They include talks with your...
Make Things Happen
As your career progresses, you move from getting things done to making things happen. It’s the difference between doing something yourself or involving others to accomplish it. Making things happen means you have to change your approach to keep things moving along....
Move Your Clients to Action
What do you do when you have an idea for a client or prospect that’s exactly what they need but they don’t respond positively to it? After all, they’ve told you how many times they want solutions from you, not just meeting regulatory, legal or code compliance. You’ve...
Are You On The List?
When you go on a trip, you glance more frequently at two of your dashboard indicators than the others. The first is your fuel gauge, which updates you on your power resource. The second is your speedometer that monitors your progress. These two indicators are...
Responsibilities Are Not Tasks
No matter how busy leaders are, they always find the time to lead—never too busy, preoccupied or distracted with other things. Even when temporarily pulled away, they are always thinking, planning and anticipating with the intent of circling back quickly to reengage....
Clients Look for One Thing
Several years ago, I observed a department meeting where the leader of the group emphasized that to get new business was to find ways of demonstrating how good they are. He honestly believed that prospects came and stayed because of the firm’s expertise. I have to say...
Spot High-Potentials Early
What do high-potentials look like? What do they do? What should you look for? While there are a number of evidences to consider, don’t fall into the trap of over-weighting someone’s ability to understand and apply their technical knowledge. Yes, technical competence...
Tell the Story Well
Technical people are notorious for thinking that their technical reports and details are sufficient in communicating the situation to their clients. You’re a technical person and when you think like a technical person, you lose the message in the details. Your focus...
Your 1st Impression is Wrong
When you face obstacles and problems, your normal first reaction is to view them at face-value and determine there’s little that you can do about them. Sure, you may consider some solutions that may have worked before, but when they won’t do, then what? You make...
Be Integral to Clients
Serving clients is the whole reason why you are in the business. There is a certain delight you get when they appreciate you and your work. But the real fulfillment comes when your clients hold you in such high regard that you are considered invaluable to them. That’s...
