The sentiment expressed by Vince Lombardi, the legendary former coach of the Green Bay Packers, has reached manifesto status — “Winning isn’t everything; it’s the only thing.”

At the other end of the spectrum is the antiquated idea derived from the Grantland Rice poem ‘Alumnus Football’ (1908) — “It’s not whether you win or lose, it’s how you play the game.”

Though I’m usually up for a spirited debate, let’s stipulate that it is one thing to believe that winning is the point when we’re talking about our favorite competition.

But an almost blind obsession with finishing on top is far more ubiquitous than just in the games we play

The question is — when competitive juices drive the pursuit of a win at all costs no matter the arena, what is revealed about what we value most?

Surely there are important encounters where winning is decidedly not the only thing.Continue Reading With deference to Lombardi, Winning is NOT the only thing

When was the last time you heard (or uttered) this phrase in a moment of consequence?

Reflecting, I’m fairly certain I’ve said “I’m sorry.” But that is not the same thing.

Sadly, I don’t remember backing away from a position, strategy or action, and thoughtfully acknowledging having been flat wrong…though there have been plenty of times when it would have been the most appropriate response. 

This blind spot comes with serious consequences.Continue Reading I Was Wrong

Here’s why so many marketing and sales messages fail to deliver.

The average person is hit with the equivalent of more than 34 Gb (gigabytes) of information in a single day.

That’s more than enough info to max out my 64 Gb iPad in less than two days. In order to deal with this onslaught of input, the brain engages in some amazing mental gymnastics.

What messages cut through the noise?
Continue Reading For Greater Return From Your BizDev, Sales and Marketing Messages, Do These Three Things

The question I get more than any other from new (and sometimes, not so new) acquaintances — professional and personal — is “what was it like giving a TED talk?”.

That’s easy to answer. 

Sure…standing on a TED stage was exciting. It has opened doors, instigated conversations and most significantly, provided a platform for a topic I deem important.

But the TEDx experience had a profound and lasting impact on the way I think about, prepare for and attempt to engage in any opportunity to convey an idea. 
Continue Reading Three Lessons From My TEDx Experience

Anyone building a professional service practice appreciates the value of relationships. A portfolio of dynamic connections is what fills a pipeline with new leads, referral sources and recurring engagements.

But staying in touch — creating and maintaining the kind of visibility that places you in the right place at the right time — can be a challenge.Continue Reading 7 Tips For Professionals On Maintaining Visibility And Nurturing Relationships With Prospects