November 21st 2008
Did I do something wrong here?
This is the biggie. Use it when you have put a lot of work into the proposal—and you feel as though the prospect has, too—but you’re suddenly running into a brick wall that has no name or description, and didn’t seem to exist yesterday. Continue Reading »
November 21st 2008
The questioning ideas will help you identify what’s really going on in just about any selling situation that involves a sales obstacle or challenge. Of course, you may wish to target your questions more specifically.
Below, you’ll find some more narrowly focused questions for specific challenges you may face. Continue Reading »
May 29th 2008
If you are going to be an actualizer and maximizer of human potential you need to be a PWB —
A Person Without Borders
There is a social tidal wave sweeping over the world. It’s caused by technology, democracy, mobility and our common humanity. It’s the wave that is washing away national and cultural boundaries. The best talent and ideas rule. It doesn’t matter where the talent or the ideas come from. So the new class of successful entrepreneurs will be PWB — People Without Borders. They will go where the opportunities are greatest and they will take from where the talent and ideas are most plentiful. They do not limit their vision to industry or geography. They are open, adaptable and mobile. Continue Reading »
May 6th 2008
The quality of your business plan will ultimatelydetermine the quality of your future and that of your family
A note before you take this step: the business plan is written for YOU. You must be comfortable with it. It must a friendly, easy-to-use, simple guide to help you manage your business and, as importantly, measure your achievements. You must personally compile your business plan and take full ownership of it. Although you may need to use consultants or advisors, this is your future you are planning. The quality of your business plan will ultimately determine the quality of your future and that of your family. Continue Reading »
April 22nd 2008
This one really bugs me. It’s a philosophical thing. You’ll be pleased to see a lot of stores encouraging you in the same thing: SAVE BIG! SAVE MORE! But they’re talking about something else.
The only way to save money is . . . well, to save it. That means, Don’t spend it. When a store announces that you’ll “save money,” what they really mean is that you’ll spend less of it than if you shopped somewhere else. (And as we saw with that discount trick, that claim may not even be true.)
But whether you spend $145 for something, or “save” by spending just $125, you’re still spending it. Of course, retailers don’t want you to think that way. They know that if you focus on what you’re spending, you may have second thoughts. So they try to focus on the positive side. There’s nothing wrong with that. And if you truly are going to spend money anyway, then look for ways to spend less of it. Continue Reading »
April 4th 2008
Remember the schoolyard bully who waited in the shadows so he could throw your books in a puddle?
As adult managers, we don’t have to worry about being waylaid by physical bullies at work. Instead, we sometimes have to contend with putdowns and innuendoes from tyrannical bosses or senior managers.
“It’s like being hit in the stomach with a fist of words,” explains Suzette Haden Elgin. “Verbal bullying is very much like physical bullying. Instead of physical force, language is used to inflict damage.” Forget the cliché about sticks and stones. Adds Elgin, “Words can hurt you.”
March 27th 2008
Your office manager is really furious. He’s just found out that the bookkeeper has been making insulting remarks about him behind his back. “Ever since I became her supervisor, she’s resented me—probably because I don’t let her get away with sloppy work. But I really think this is outrageous. What are you going to do about it?”
Here is one of those situations you wish would go away by itself. Personality clashes do occur and sometimes straighten themselves out with time. But this one seems to call for your intervention.
Here are some steps you might take:
