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The Pursuit of Better Conversations: A Thanksgiving Perspective

There are a few things that are either black or white. But very few. Most of the time almost everything is defined based on perspective. Thursday many  in the United States will enjoy a holiday tradition that has come to combine turkey and the National Football League. We’ll argue the blurry line between solid defense and pass interference. … Continue Reading

Want To Predict The Future? Follow The Vision

The mid-seventies motion picture All The President’s Men popularized the phrase follow the money. In the dramatization of the political scandal that became known as Watergate, the informant referred to as Deep Throat offered this phrase as the key to identifying those responsible for the dirty trick. Questions about the events surrounding the 1972 U.S. … Continue Reading

Effective Business Development Strategies Are Built On This

The development of new business rarely occurs in a vacuum. In professional service firms where marketing and business development are silos at best, or necessary evils at worst, organic growth will be painfully difficult. And there will be consistent debates over where and how to invest resources. By contrast, firms that realize measurable success — … Continue Reading

The Best Business Developers Share These Four Characteristics

There are markets where sales is little more than a numbers game. Send enough emails, make enough calls, knock on enough doors, ask the question over-and-over, ignore objectionns, and you’ll close some deals. But you won’t build many relationships. And that means that next month…or next quarter…or next year you get to start all over … Continue Reading

Do All The Things You Know Make It Tougher For You To Communicate?

There is no shortage of communicators talking about the challenges attendant to listening. Type effective listening into your search engine, and you won’t have to wait long for the evidence. In 1.8 seconds more than 1 million resources will be one click away. Tips, tricks, guidelines, best practices, secrets, insights, barriers, ten-step-programs, five keys, principles, systems — … Continue Reading

A CEO’s Formula For Progress In a Changing Marketplace

“Move more. Assume less.” This was the response of a CEO friend when asked about his success in turning around a consulting firm on the brink of extinction twenty-two months earlier. Don was retiring, and he was reflective. “In the early days we were determined to meet the market at its point of need. That … Continue Reading

The Currency of Communication

Volume can be misleading. Increasing the decibel level is no guarantee a message will be heard. Exercising the loudest voice in the room doesn’t equate to connecting with anyone. Bigger and louder — shake-the-ground-you-stand-on-boom notwithstanding — doesn’t ensure anything will resonate. And siren call aside, the same is true for even the most seductive distribution … Continue Reading

Ready Or Not, A Change Is Gonna Come

Everyone has a list of things desperately in need of change. We’ll stipulate that the only constant in our world is change. In reflective moments we might even acknowledge a need for personal change. But all the agreement notwithstanding, the fact is that change is tough — potentially painful. And often the result hardly seems … Continue Reading

3 Keys to Better Conversations and the Strategic Innovation of Your Business Development Plan

There is a reason so many of the issues we face today are the same ones we faced last week. Or last year. Or three years ago. Or . . . you get the idea. From individual relationships to global politics…personal finance to marketing a business, often the solution on which we land is little more than a reordering … Continue Reading

Dialogue Is Dead (And Our Ability To Disagree Is Disappearing)

I remember when we used to be able to disagree. Friends could vigorously debate, and go home friends. We could go to school, work alongside, and build neighborhoods with folks with whom we held differing views, values and convictions. We could even talk about it. Those were the days. But that kind of dialogue may be dead. These … Continue Reading
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