How to Refuel When You’re Running on Fumes

It’s too bad that we don’t have built in fuel gauges that warn us before the tank is empty. I’ve often been driving myself so intensely that I suddenly run out of fuel and wonder “Why didn’t I see this coming?”  By then the only action is to fill the tank immediately and get back […]

By |July 29th, 2015|Growth and Opportunity|0 Comments

Don’t Let Scripting Blind You From Being Present in the Moment

Experience has taught me that meeting face-to-face with prospective clients is key to building a solid, respectful working relationship. This is especially important when your prospect has objections.

So when a prospect told me he had an objection to one of the business development options I offered him, I immediately offered to meet with him so we […]

By |July 27th, 2015|Meetings and Conversations|0 Comments

What Would You Do If You Couldn’t Become a Loser?

My take on losing in business is that if you don’t already have something—that is, you’re at zero, neutral, steady—you simply can’t lose what you don’t have or never had. You’re much less likely to become a loser than conventional wisdom (?) would make you think. Even when you’re competing for buyers or contracts, you […]

By |July 9th, 2015|Growth and Opportunity|0 Comments

He Was So Caught Up in Limits That He Couldn’t See Opportunities

“I really admire your work, Susan, but I’m bound by confidentiality rules. So I can’t refer you to any of my clients because I can’t tell you who my clients are.” This professional is so caught up in the rules he’s bound to follow that he couldn’t see any opportunities.

Here are three ways to tell […]

By |July 1st, 2015|Uncategorized|0 Comments

You Need Process Experts to Work with Your Subject Matter Experts

Subject matter experts (SMEs) have deep knowledge of specific topics. They know your business inside and out; they understand your target market and know how to seek opportunities; they’re financial wizards; they demonstrate top quality leadership skills daily.

Process experts provide guidance and focus to the content of your SMEs. Process experts create diagnostics that have […]

By |June 22nd, 2015|Growth and Opportunity|0 Comments

Project Plans vs Proposals-The Difference is Vast

Project plans say “We’ve all agreed to this” whereas proposals ask “Will you please work with me?” There’s no doubt which position is the stronger one.

Whether you’re responding to an inquiry or engaged in account based marketing to buyers, your end goal is to write a project plan that reflects the buyer’s objectives and the value […]

By |June 19th, 2015|Growth and Opportunity|0 Comments

Share Your Value Not Your Value Proposition

Have you strung together 10-20 words that you call your value proposition (VP)? This overly crafted, tortured phrase or two is so artificial and generic that it’s useless. Yes, I know there are thousands of pages written and hundreds of thousands of words spoken about the need for value propositions-but they are wrong.

Use these powerful alternatives […]

Reduce Costly Mass Marketing, Increase Profitable Repeat Business

A consumer services company was spending significant dollars monthly for online marketing and the owner was on the networking circuit for hours each week. He was mass marketing, or recruiting for revenue. Yet revenue and profits were not increasing. There was no meaningful ROI.

Why not? Because he didn’t have a plan to generate revenue. He […]

By |May 20th, 2015|Growth and Opportunity|0 Comments

Can You Cut Costs AND Grow Your Business?

A business with a ten year track record of steady growth, positive feedback from clients and a reputation for providing some of the best people in the business to their clients is now facing dramatic pressure to reduce their prices. In certain sectors, this is the age of low price technically acceptable or LPTA in […]

By |May 13th, 2015|Growth and Opportunity|0 Comments

Do You Waver Between Good Listening and Using Your Time Wisely?

There’s often a fine line between being conversational and listening well and letting someone consume your time and efforts without getting anything in return. This is why so much time is spent in business breakfasts, coffees and lunches without much of a return on that investment.

When you’re setting up a date for breakfast, lunch or coffee, be […]