Make Things Happen

Apr 20, 2015 | Business

As your career progresses, you move from getting things done to making things happen. It’s the difference between doing something yourself or involving others to accomplish it. Making things happen means you have to change your approach to keep things moving along....

Move Your Clients to Action

Apr 12, 2015 | Business

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?

Apr 6, 2015 | Business

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

Mar 29, 2015 | Business

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

Mar 23, 2015 | Business

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...