This morning, something unusual happened. I got an unsolicited phone call from a professional service provider I used two years ago, enquiring how things were going and whether there was anything they could do for me. Nice. Given how often that happens, which is almost never – I mean, when did you last get a friendly […]
You’re a professional, meeting a potential client who’s interested in what you can do for them. The meeting is going along nicely. The client seems keen on your ideas, you feel confident they’re going to say, ‘yes’, and it’s time to discuss specifics. “So, what’s the price?” asks your potential client. You tell them and […]
If you want to influence someone, an internal or external client or stakeholder, it’s important to focus on their client needs. However, there’s a big difference between the first need in the discussion and the last. If you don’t distinguish between them, you won’t be able to influence successfully. Let me explain. Too often, I’ve […]
You can get so much more out of life and work, and have more impact, if you become very good at noticing things. Because it’s not what you look at that matters, but it’s what you notice. By notice, I mean seeing beneath the busyness around you. Extracting out of a situation what’s going on behind […]
In most work situations you have three choices about how you contribute. Each choice has value but they differ in how they’re perceived by others. Let me explain. The OPERATOR Everyone, from the receptionist to the facilities manager, the salesperson to the CEO, and every role in between is what I call an Operator. In […]
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