Those Whose Opinion Matters

Jun 12, 2016 | Uncategorized

If you’ve been reading my weekly messages, you’ve read my contention that no one aspires to be average. In fact, no one I’ve ever worked with views themselves as average. Professionals by nature aspire to be competent and contributing—in an above average way. Yet...

It’s Not About You

May 22, 2016 | Business

The Partner-Pipeline courses emphasize the application of skills, so I do a lot of demonstrations, case studies and role plays. That’s the only way to determine that participants know how to apply what they learned. In a particular course on meeting with prospects, we...

Make Your Service Memorable

May 1, 2016 | Business

About a month ago, I had the unfortunate experience of dropping my computer and cracking the screen. And fortunately, I purchased not only the hardware warranty, but also the damage warranty. So I contacted the company, expecting a long wait on hold, an arduous...

What You’re Made Of

Apr 3, 2016 | Business

How do you handle being put into a situation to do something you’ve never done before? Like run an important meeting that has serious consequences? Or give a presentation to a sophisticated audience? Or take on a huge responsibility that you feel unprepared for? It...

Don’t Let Deficits Overshadow You

Mar 28, 2016 | Business

No one is more convinced than I am that focusing on your strengths is the only way to excel. You will improve your deficit areas only so much and you will never be exceptional. If you put the same effort into improving your strengths, you become excellent. That said,...