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the monday message
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...
Make Your Learning Stick
My whole world is about equipping professionals with the business soft skills they need to add value to their clients, their firm and themselves. It’s the focus of all my training and coaching. So you can imagine how frustrating it is for me to hear someone remark...
Overcome “Why You Can’t” II
In last week’s message, I reported from the latest brain research that you control how you approach situations: either possible or impossible. Read it again. Then I asked you for input about your experience with overcoming “why you can’t” thinking. I agreed to share...
Overcome “Why You Can’t”
Don’t you just hate it when something comes out of nowhere, like when a client makes a seeming impossible request or you’re faced with a significant market change you didn’t see coming? It really takes all the air out of your balloon. No matter how much you try to...
The Hardest is Preferable
High performers find that the hardest people to work for aren’t the demanding, high-expectation managers and partners. For high performers, the hardest people to work for are the ones who are the easiest to work for. It may sound like double-speak, but it’s true. If...
