Blog
Latest NewsStart your week off right!
the monday message
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...
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...
Professionals who have coaches perform better than those without coaches. If your staff and leaders need help increasing their personal and professional potential, contact me to discuss professional coaching options. Presentations related to firm health and growth are also available for firm meetings and association conferences.