When Push Comes to Shove, Don’t…

Have you ever lost a key team member, a business opportunity or not been paid by a client? I call these moments – that create anger, hurt, and frustration ‘defining moments’. In other words, how we respond when things don’t go our way defines WHO we really are, and distinguishes us from our competition. In […]

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. […]

What We Learned is Wrong, Leadership is Scheduled

Leaders are ultimately measured by how well they are able to draw the excellence out of their people. As a leader, what can you do? Schedule time to draw out their excellence by forming them… What is formation? It’s fashioning another person in a particular way. When you schedule time to form your people, the only rule is to avoid […]

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 […]

Stale Conversation

I live in Dallas, which is a large city with more restaurants per capita than NYC, yet it is not uncommon to ask someone where they would like to eat and they say ‘I don’t know’. The same thing can happen when asking for feedback. I have a client who is frustrated by not receiving […]

Be Impressive

Last week I was in a meeting with a healthcare client. He had been asked by his CEO to create a plan to add 5,000 sqft of new facility space in order to solve a problem. My client did what was IMPRESSIVE – he started by THINKING ABOVE THE LINE. He looked at the problem, […]

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 […]

What Everyone is NOT Saying

Last week I was in a meeting that I felt went really well. At the end, I asked the 15 team members to write down, on a sticky note, ‘what’s on your mind?’ It uncovered several helpful nuggets that will significantly increase the value of our next meeting. Several people were concerned about, and named, […]

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 […]

This Has Nothing to do with Construction. It’s Business.

Participating in “Improving Capital Projects Symposium” in Denver. A fantastic group of like-minded Owners, Architects and Contractors. The take away from Day 1 is collaborative behavior has to be taught to become part of the culture and then the behavior has to be fed and watered on a regular schedule to sustain and grow it. […]