A couple of years ago I was enjoying alumni privileges in one of the expansive, well-equipped fitness centers at my college alma mater. On the mats over in the corner usually reserved for stretching and similar activities, I noticed a guy, around 30ish and in good shape, doing something else. At …
Years ago I participated in a professional services sales training refresher. Back to basics: Introductory sales call As the sales call gets underway: Introductions and pleasantries Reconfirm meeting agenda and objectives Reconfirm amount of time allocated for the meeting. Shortly thereafter, earnest Peter Arnstein, eager to roll out his newly-polished …
The most powerful advice I’ve gotten recently wasn’t advice. It was a simple statement. “You don’t know that.” Fitz, a veteran of 20 years in the U.S. Navy SEALs and now a software company CEO, wasn’t telling me what to do. He simply was making an observation. A very powerful …
Thank you, Mr.Wall Mr.Wall, it’s finally time I thanked you for being my high school tennis and wrestling coach those many years ago. At the time, I thought you were odd. It was the early 1970’s and you were the only person I’d seen outside the military with a crew …
We take an Information-Based Bargaining approach to negotiation focusing on solid planning, careful listening and attention to signals being sent. Effective negotiation draws on skills and concepts from throughout our practice.
Leading effectively with confidence is woven throughout our work. We emphasize confidence through empowerment of other team members, bringing empathy and being open to vulnerability. Practice and preparation are fundamental ingredients of confidence.
Many challenges for clients don’t fit neatly into the other categories. Often, the challenges involve a blend of issues. We used to refer to this category as “obstacle management,” but no one knew what that meant, except it sounded like a role that would have been useful on the Titanic. …
Opportunity shows up in different forms and contexts, sometimes the result of deliberate work, sometimes unbidden, sometimes masquerading as adversity. We work on developing and recognizing opportunity and applying resources to opportunity to fulfill the individual and enterprise mission.
