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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A Sales System to Find a True Fan, Or Many

May 17, 2010

One of my friends is dating online. Currently, she’s despondent, confused and depressed. The way I see it, online dating is like managing a sales system.  You pour a bunch of suspects into the top of your funnel and take steps to weed out all but qualified leads.  You talk to/ meet with the most compelling of them and through…

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Seth Godin's Lessons From Very Tiny Businesses

August 23, 2009

Thank you to my friend and strategic communications expert Deborah Hinton of Hinton : for sending me the following tips from Seth Godin: 1. Go where your customers are. Jacquelyne runs a tiny juice company called Chakwave. I met her in Los Angeles, standing next to an organic lunch truck. Like the little birds that clean the teeth of the hippo,…

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Seth Godin’s Lessons From Very Tiny Businesses

August 23, 2009

Thank you to my friend and strategic communications expert Deborah Hinton of Hinton : for sending me the following tips from Seth Godin: 1. Go where your customers are. Jacquelyne runs a tiny juice company called Chakwave. I met her in Los Angeles, standing next to an organic lunch truck. Like the little birds that clean the teeth of the hippo,…

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From Red Velvet Cake to Red Velvet Ropes

May 8, 2009

Yesterday’s topic was company values (see The Value of Red Velvet Cake). Today I am on to the value of having a red velvet rope to keep non-ideal clients out!  Yes. You heard right. The idea belongs to Michael Port, business coach, and author of the widely read Book Yourself Solid. Port conjures up the velvet rope you may encounter when…

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An Entrepreneur is Like a Great Tanguero (a.k.a. tango dancer)

April 8, 2009

So you might readily agree that one could draw parallels between tango and sex. I go so far as to say there are parallels between tango and business and specifically that there are common characteristics between tango dancers and entrepreneurs. And it has nothing to do with sex. Hear me out. For starters, is there any dance more complicated to…

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