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the monday message
Why They Are Different
Do you ever wonder why the top performers are better than you are? Are they more talented? More skilled? More motivated? Better DNA? Actually, none of these. But they are more of something. They are more disciplined. They have intentionally worked on developing their...
Why You’re Not Invited
One complaint I hear from professional service providers is that they are frustrated that their clients don’t value what they do or include them in planning meetings. The best excuse providers can muster is that their clients don’t want to pay for their input. In...
“To-do” or “To-K”?
Everyone has a to-do list. You know, it’s the list you use to make sure you don’t forget things and the place you get satisfaction when you cross off something you complete. Your list may be long or short, but you have one. You also have another list. Sometimes it’s...
Leaders don’t, unless…
Coaching leaders in professional service firms for over 2 decades has taught me all kinds of things. One is that leaders are different in what they tolerate and what they don’t. Long story short, what it really comes down to is a reflection of what leaders tolerate in...
Happy, Not Satisfied
I’m so pleased with my client who reached his 3 year goal of $1million in billings. While three years is a long time, there is no doubt he wouldn’t have achieved his goal without setting it and diligently pursuing it. He’s not a natural salesperson, but a...
Code In The Office
Over the years and being in so many firms, I’m struck by how each office has its own code of meaning. Everyone knows the real meaning, but there is a penchant to hide behind a code so the real meaning can exist without having to face it. Here are some universal codes...
Make Your “Now” Count
Here’s a message you’ve read before. I write it again with a different twist. Maybe this time you will pay more attention to it. It’s about how you choose to spend your time. Whether you’re a partner or an aspiring partner, you make choices about what you do and don’t...
The Lesson Within
As a professional, what are you struggling with? What frustrates you? What disappoints you? What makes you feel inadequate? What are you facing that you wish you didn’t have to deal with? Whatever the situation, it holds a lesson for you that you need to learn. In...
Use The Right Approach
Just as coins have a heads and a tails, so also you have two primary capabilities you use in your profession: the ability to relate to people and the ability to do your work. Each of these has their own approach, from which you demonstrate your own style. While you...
It’s All About Results
No matter how much effort, energy or dedication you bring to a project, in the end, you are evaluated by the results you produce. No amount of planning, focus or diligence will make up for a poor product or service. When you don’t produce, don’t expect much credit for...
