CUTCO Wisdom From My Daughter

Did you ever sell CUTCO as a teenager? If you didn’t, CUTCO is a kitchen knife direct sales company. They sell premium knives, guaranteed for life, and they sell through a teen sales force that leverages their networks of family and friends. CUTCO knows who they are and they’re excellent at being who they are. […]

The Service is the Service

I had a flight home last night and I bought something for dinner at one of the quick-serve restaurants in the airport while waiting for my plane. The cashier had a noticeably friendlier demeanor than you normally encounter, and then it happened… While I was waiting for my food, the cashier, pointing to the disposable […]

Attraction or Transaction

Here’s a business development question: How many of your clients would answer the phone if you called them after 9pm? When I do business development work with clients to increase the number of their clients that would answer their phone after 9pm, the focus is on attraction – sharing lessons learned, and creating connection and […]

The Vital Few Defeats Trivial Many

You’ve heard of the 80/20 Principle – there are a small number of causes (the vital few) that are responsible for a majority of the results in the world. 80/20 is a label to point-out that there are imbalances in the world.  These imbalances can be 80/20, 90/10 or 70/30. . . For example, 10% […]

2 Reasons for Your Success

To help me understand an organization’s business quickly, I use a question I learned from a client. The question is ‘what are the 1 or 2 things you do exceptionally well?’ Sourcing business deals and simplifying processes is an example of an answer I’ve heard before. You may not believe your organization does anything special, […]

What I Learned From Hearing ‘NO’

It’s hard to advise prospective clients on what they NEED when they want what they WANT, regardless of the evidence. I lost a deal this week because I did what was hard. Lessons for all of us when we lose a deal: 1. Stay positive. 2. You’re the expert, don’t let anyone tell you how […]

Words are Powerful

Plenipotentiary – someone who has full power to take action on a goal. Start with being one for yourself. What is that goal with a 100x return on investment that’s been on your list for as long as you can remember? Put a deadline on it and work backwards with action items that help you […]

How to Make Goals Inevitable

If you don’t have your team’s hearts or minds you won’t achieve results. (Sears?) If you only have their hearts, you will achieve reckless results, which is unpredictable. (RadioShack?) If you only have their minds, you will achieve spiritless results, which means you get the minimum from your team. (N. Korea?) If you have both […]

Vertical vs. Horizontal View and What that Means for You

I was watching a colleague’s Ted video and he talked about having a horizontal or in my mind an appreciative view of the world versus a vertical or hierarchical view. A vertical view ranks people – in terms of their schooling, height, looks, money, friends, etc… You view people in a vertical way every day. Your neighbors, the person next to you […]

Simple is Beautiful: Winning Hearts Through Collaboration

You can re-purpose, re-package and re-position yourself by asking the simple question – who can I help? That’s what CareMore, Lyft and MedTrans Network have done collaboratively. Read the article here – http://www.businesswire.com/news/home/20160906006087/en/CareMore-Health-System%E2%80%99s-Collaboration-Lyft-Improves-Access Keeping in mind that the definition of collaboration is ‘doing what’s in the best interest of the project or in this case, what’s […]