Leadership is a Family Road Trip

A Smith family road trip (7 people in a minivan) is filled with frustration from siblings not always getting along and enjoyment from reaching a destination, and it is shared. Have you ever taken a trip by yourself? It’s not as enjoyable is it? Why? Because you have no one to share it with. Leadership […]

You Cat Stop Meow, I’m on a Roll!

Do you know how to stay on a roll? You deal with ALL SURPRISES successfully. You know what a GOOD SURPRISE is? Something that brings out your best. You know what a BAD SURPRISE is? A problem. Dealing with a problem is usually when your attitude changes. You act less than your best. In other […]

Demonstrate You Know How to Earn Trust

I recently read a Linked-In post on how to earn trust by a healthcare executive, Kyle Majchrowski, through his experience hiring contractors for construction projects through a competitive proposal and interview process. During this process, everyone shares their success stories to earn trust, to win the project, and it works, unless everyone else shares their success […]

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 […]