At this time of year, there’s a big push to get every last prospect left in the hopper to sign on the dotted line before December 31st. While this is a logical and dutiful effort on your part, there’s another action that belongs at the top of your to-do list and it captures the essence […]
I’ve learned not to be surprised. In fact, when I’m meeting with a group of executives or business development experts, the one thing I think that they should have mastered is rarely the case. This was certainly my experience when I was presenting to a group of legal professionals last week. I decided to start […]
I was facilitating a debriefing of emotional intelligence with a client. The large conference room was filled with lawyers who had completed an emotional intelligence assessment and I was sharing the results with them. Part way into the discussion, one of the attorneys said, “Apparently I’m an asshole.” He was referring specifically to his abhorrently […]
You’re in the running for a big deal. It’s a great fit for your company and you’re excited about adding such a prestigious name to your client list. There’s only one catch. They want you to lower your price (rate) by 20%. Arghh!!! What do you do? Do you: A.) Lower your price to […]
As I mentioned in my last article, most people who claim to have a 95% close rate are either stretching the truth or using some slick sales language. However, your chances of a higher close rate will be greatly increased by implementing a well thought-out, well-executed Referral Partner Cultivation Process (RPCP). Again, finding the right […]
There’s nothing like more competition to shake you to your core and make you re-examine what you do, how you do it and how you can be better. In fact, increased competition is one of the five business disruptors that are wreaking havoc with lots of businesses that are seeking growth. There is one question […]
It’s that time of the year when top-level executives are setting bold goals and implementing strategies for a successful year. Consequently, I’ve been talking to a lot of clients lately about business disruptors; you know those pesky things that seem to block, change and disrupt the status quo and can create a formidable roadblock to […]
I was talking to a former client yesterday and she shared how her business was booming, which is always music to my ears. She was booked for several months in advance, something she was not used to in her line of work. She was also wrapping up her best year ever, as far as growth […]
