Leaders: Your Lenses Dictate Your Reality

December 2, 2015

Canon recently conducted an interesting experiment on the power of perspective in portrait photography.  They called it Decoy (See video footage). They engaged six photographers to independently shoot portraits of a man named Michael.  The twist: each photographer was given a different back story about Michael.  And Michael, an actor, took on the role of each character as best he…

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Leaders: Focus First on Your Inner Game

September 16, 2015

When we think of the best leaders, we often think of qualities like visionary, strategic, and inspiring.  Self aware doesn’t usually top the list . And yet, a study shared by the American Management Association looked at 72 executives at public and private companies (revenues from $50 million to $5 billion) and found that a high self-awareness score was the…

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How to Build a Strong Marketing Foundation

May 1, 2015

Marketing is pointless unless you start with a solid foundation. Mark Maraia calls going to a business lunch unprepared a random act of lunch. Posting a scattered bio on LinkedIn or showing up at a business mixer unable to clearly explain how you help your clients is equally random. Random acts of marketing don’t add up to solid results. Random…

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Growing Your Book Of Business – Multiplying Scales

May 9, 2012

Accounting partners know how to multiply and divide. Unfortunately, they don’t always know what choice to make when it comes to growing their book of business.  Seth Godin’s simple example shows the clear choice.  I will borrow his language and his logic and tailor my example to the professional services firm. Let’s say you have a list of 30 prospects…

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What’s Your Business Development Dent?

May 1, 2012

Seth Godin (known for his knack at getting to the heart of the matter) just sent out a two line post called Your Dent.  He asks “Are you making a dent in the universe?” and then hints: “lots of random pokes in many different spots are unlikely to leave much of an impact”.  And for a final kick, he adds…

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How to Focus your Business Development Efforts

February 17, 2012

Let’s assume you have a business development goal to double the revenue you generate for the firm from 250 to 500K. You will need a plan. And you will need focus. A few strategies consistently applied will bring your closer to your 500K goal quicker than a complicated plan that overwhelms you. For many, even the idea of business development…

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Leadership is Accessible to All

February 14, 2012

Despite how complicated leadership can seem at times, moments of leadership are accessible to all. Watch this 6 minute TED Talk and wake up to how you can make a difference in people’s lives.

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Stay true and authentic to win new business | Chandler Coaches, Ltd

4 Tips to Win New Work

February 14, 2012

To many professional service providers, the concept of finding new clients and winning work is intimidating. Even the very term “business development (BD)” strikes terror in the hearts of some professionals. Among my coaching clients, the fear often comes from a mistaken assumption that to succeed in BD one has to be an aggressive salesperson.  This couldn’t be less true.…

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Don’t Let the Duds In!

January 8, 2012

If you are like many of the professional services firm partners I coach, you are under ever increasing pressure to bring new clients to the firm, to deepen relations with existing clients and to increase firm revenue. You likely excel in your professional domain and struggle with business development (BD).   And even if you are good at it, you often feel…

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Thumbs Up for the Direktor Grundsatzfragen

November 12, 2010

Riddle: What has 7 words or less, usually starts with what (and less often with how, who, where or why), and has a great impact? Wait, wait, wait!  Before you answer, I will give you a bunch of examples: What’s your dream? What are you proud of? What’s possible? What’s true for you? What do you want? What stops you? What are…

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