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

Any discussion of business development should begin with this disclaimer:

There are no one-size-fits-all solutions or formulas. Silver bullets and cookie-cutters might work elsewhere; but not here.

With that stipulation, there are solid cornerstones that will ensure the resources invested in BizDev aren’t experimental in nature, leaving you to hope the market finds you.

In fact, a volatile market or a distaste for “selling” notwithstanding, it is possible to create an approach to business development that produces results — if you possess the will to build a plan on these four cornerstones.

Continue Reading Unlocking Business Development Success: Build a Solid Foundation with these Four Cornerstones


If business development efforts are consistently slow-going, there’s a good chance the issue is related to smart targeting. Specifically…the lack thereof.

Here’s a quick exercise. Pull out your business development plan and check for two things:

  • that name of an individual is connected to each action item in the plan — company names and industries don’t count;
  • each action item is relevant to getting you face-to-face with either individuals who will advance your pursuit OR with a hiring authorization.

If you’re light on the first, and/or there’s a lot of activity that doesn’t eventually map to a decision maker, we may have identified the problem: your plan isn’t target-driven…which means you’re stuck hoping your efforts connect.

Continue Reading If You Want To Jumpstart Business Development, Here’s Where To Start

Here are three things to say when your goal is to stifle creativity and bring any conversation about change to a screeching halt.

  • “That {problem / issue / challenge} will always be present.”
  • “You’ll never {gain consensus / get the support necessary} to change that…”
  • “It is what it is.”

There are scores of variations on the theme. But the thesis is the same: discussion is pointless — things will never change / improve — the dye is case.

There is no more poignant indicator of an absence of leadership.

Continue Reading Leaders Pursue Solutions, Relentlessly
A compass with text and icons – Principles


If your firm is puzzling over conversations about business development, inclusion, mental health in the work place, succession, stability or any aspect of how to grow, consider that this might be a sign that critical areas of your organization may not be aligned.

Not that these topics aren’t challenging. Indeed, each calls for the best a leader or leadership team can bring to the table.

But if you’re having trouble addressing these challenges, the elements essential to a highly functioning organization are either missing or out of alignment. As a result, the pressure on productivity, profitability and stability is likely to intensify.

An uncertain marketplace only adds to the pressure.

Continue Reading Why Leaders Should Focus On A Set Of Guiding Principles

There is still time to give a gift that can change everything in the coming year.

The gift? A fresh start. A new beginning. A clean slate.

Give it to everyone with whom you interact — family, colleagues, team members, clients and customers. Extend it even to those from whom you expect to receive little or nothing in return.

And give it to yourself.

Continue Reading New Year. Clean Slate.


Peace on earth.
It is a message shared on seasonal greetings. Poets speak of it wistfully. When words fail it is how we express hope for all touched by sorrow, loss and tragedy.

But where are the peace makers? Not the heads of state, or treaty negotiators. Not those whose names will be associated with global prize.

Where are the makers of everyday peace — in homes, schools, city halls, and corporate boardrooms — those who inspire dialogue and collaboration; and build bridges?

Are there any among us able to question process, probe perspective and debate outcome without engendering adversarial relationship?

Where are those able to see diverse perspective, hear differing beliefs, erase ultimatums, and facilitate a dialogue that builds on shared aspirations?

I have always enjoyed vigorous debate. The exercise is healthy. The dialogue can be productive. Unless lines in the sand or litmus tests render the debate a divisive exercise. And end conversation.

Look around. Wherever meaningful dialogue is missing, progress minimal and every action polarizing, chances are there are no peace makers in the mix.

Long-term progress requires collaboration. Lasting relationship requires conversation. And a cooperative spirit rarely goes hand-in-hand with lines in the sand.

Two Keys To Makers of Everyday Peace

Anyone can be a peace maker. Each of us can be a change agent. Here are two keys.

1) Makers of everyday peace value on-going dialogue above winning a single debate. The goal is continuity — to keep the conversation going.

2) Peace makers seek to understand as much as to be understood; intentional listening becomes the baseline for communication.

Want conversation where there is none? Want to change a discussion that is going nowhere? Build dialogue around these two keys.

Progress will seem slow; but blessed are the peacemakers.

There are at least a hundred things a week that will wind up on the desk of every leader. Maybe a hundred every day.

And much of what lands in your lap really does warrant your attention…especially if you serve as both leader and manager. (A bit on this juggling act in a moment.)

But of all the items that vie for a chunk of time, one job belongs permanently pinned to the top of every leader’s priority list: the challenges associated with casting a Vision of the future. Continue Reading The One Thing A Leader Must Master