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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Are You Selling Vitamins or Aspirin?

November 14, 2010

We all know that we need certain vitamins to be healthy.  Aspirin, on the other hand, takes away our pain.  The famous brother duo of Dan and Chip Heath of Switch:  How to Change Things When Change is Hard fame write a great piece is this month’s Fast Company about felt need. If a nutshell, if you are selling an idea,…

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"Ship, then test!" says Guy Kawasaki

November 20, 2009

Last night I was invited to Challenge Your World as part of Global Entrepreneurship Week (thank you, Martin Lessard!). Guy Kawasaki was spectacular as the keynote speaker. For the most part, Guy’s top 10 tips for entrepreneurs make a ton of sense. There are only a couple I dispute. My comments are in italics. Build what YOU want to use– in other…

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