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the monday message
How It Works
There is a lot of talk about how to get referrals from others. Programs, initiatives and training are all the rage and focus. After all, a referral source that generates leads for you is invaluable to your professional career. Over the years, I’ve trained hundreds of...
Why They Follow
As a leader in your firm, at whatever level you are, you have followers. They look to you for direction, guidance and encouragement. But what is it about your leadership style that compels them to follow? Some follow because they have to. You have a certain title or...
When It Matters Most
Your professionalism matters most when it is deserved the least. For instance, when others behave unprofessionally, it’s difficult to retain your professionalism, yet it is precisely those times when it is most noticed. Everyone can assert a professional presence when...
Solve Problems
Ok, I spoke about it in several of my coaching calls this week, so I may as well write about it, too. You’ve read before where I wrote about what clients actually buy. Very few professionals REALLY get it. Those that do are successful. Period. Take note: clients don’t...
Eye On The Ball
With all the things you have to remember and do, it’s easy to take your eye away from the ball. Not just any ball, but THE ball. You know; the ball around which everything else revolves. I’m talking about client service. In the end, nothing else matters because...
What Gives?
Of the primary elements of your life—namely family, friends, personal interests and career—at any given time, you have to decide which you focus on and where to spend your time. When you do, something else has to give. By pursuing one area of your life necessarily...
Habits Predict Your Future
You are on a path. It’s taking you to a place in the future. You will end up somewhere that will determine your career success and fulfillment. That’s a pretty important path you’re on. Do you know where the path is going? Do you know where you will end up? Or is it...
Give Better Feedback
One of the management responsibilities you have is to give feedback to your staff. It’s part of your job, whether you want it or not. Over the years, you’ve developed a particular style that matches your behavioral profile. If you aren’t careful, you can rely on your...
The Hard Work
It’s been said before that not all of your work hours are created equal, even though you bill them as if they were. Many of your hours are what I call “factory” hours. You know, the time you spend going through the normal routine, following the procedures and exerting...
One More Responsibility
As a partner or manager, in addition to making sure your own career fulfillment is in place, you need to ensure that your staff is experiencing career satisfaction as well. Younger workers especially will not remain on the job if they don’t have a sense of inclusion...
