Reprise: Why it matters what you do when you stumble over someone’s name (in the small scheme and the grand scheme)


Category : Weekly-ish tips June 20, 2022

This post is part of our Weekly-ish Tips series.

I’ve said for years that referring to someone by name is a quick and simple trust-builder. That’s because being intentional about acknowledging others in this very personal way accelerates intimacy. It would stand to reason then that forgetting their name, or fumbling around about how to pronounce it, would sound the death knell for trust, no? Actually, no. The implications are significant, but only in terms of how you choose to handle it.

Reprise: What NOT to say to a grieving client


Category : Weekly-ish tips May 8, 2022
Reprise: What NOT to say to a grieving client

This post is part of our Weekly-ish Tips series. I know quite a few clients who are dealing with loss…

Seven ways to lead with trust when the you-know-what hits the fan


Category : Weekly-ish tips April 25, 2022

This post is part of our Weekly-ish Tips series.

At the top of a recent Mastery workshop, it became clear that I needed to drop my training plan and help the group address some tough issues. The you-know-what had hit the fan in their organization since the last time we convened as difficult business circumstances unexpectedly unfolded. My group of senior leaders was dealing with their own reactions while also sorting out how best to show up as trustworthy leaders to their teams and their clients. So, we paused to make a starter list of how to build and keep trust in tough times. Today’s tip features an amended version of that list, including some additions that struck me after we adjourned.

Why being good at friendship matters for professionals


Category : Weekly-ish tips March 21, 2022
Why being good at friendship matters for professionals

This post is part of our Weekly-ish Tips series. A salient comment from a VP-level participant in one of our…

Three guidelines for changing your sales language now and forever


Category : Weekly-ish tips January 30, 2022

This post is part of our Weekly-ish Tips series.

While writing last week’s tip about my delightful interaction with Dave I had to sort out how best to refer to Dave. The language I chose was thanks to a tip I published in 2016. I’m reprising a variation of that tip here because I believe it contains lessons that bear repeating.

The case for calling a possible client you’ve never met on a Sunday


Category : Weekly-ish tips January 23, 2022

This post is part of our Weekly-ish Tips series.

I did something unconventional a couple of weeks ago: I called Dave, who I’ll characterize as “possible client” for simplicity, in the middle of the day on a Sunday. We’ve never met and haven’t exchanged more than a couple of emails in the last couple of years. Dave was so struck by my reach-out that he dared me to write about it*. So here I am.

A dramatically different resolution to improve your relationships in the new year


Category : Weekly-ish tips January 9, 2022

This post is part of our Weekly-ish Tips series.

We’re two weeks into a new year, which means that any resolutions resolutely declared are within days of faltering—at least according to psychologists who say we typically do well for the first two weeks and then backslide by February. I’ve suggested before that buddying up can be a helpful antidote. This year I’m suggesting we all try something a little different—either in addition to, or maybe just plain instead of, finding a partner to support us with our efforts. Brace yourself for a dramatic and woo-woo sounding strategy.

Ready?

Reprise: 10 easy ways to make time for BD


Category : Weekly-ish tips November 1, 2021

This post is part of our Weekly-ish Tips series.

It’s been nearly six years since I wrote about easy ways to make time for business development (BD). I reprised my Top 10 list with a workshop group the other day and it occurred to me I should do the same here. While I’m at it, I’m merging what was two lists of five into one for easy access, and adding some prioritization that creates a dramatic lead-in to my favorite (#1).

Here are my top 10 tips for making time for BD:

Reprise: How to be more charismatic/compelling/interesting/fascinating


Category : Weekly-ish tips October 3, 2021

This post is part of our Weekly-ish Tips series.

I assigned the listening chapter from The Trusted Advisor Fieldbook to a group I’m working with the other day (Chapter 6), and a participant took note of one of my favorite stories in it. Which reminded me of a tip I wrote 2+ years ago on an unexpected way to be found at least a little more charismatic/ compelling/interesting/fascinating. I’m dusting it off today because introverts and extroverts alike can benefit from creating an immediate and meaningful connection in a way that’s authentic, palatable and easy.

Reprise: When NOT to speak up/tell the truth


Category : Weekly-ish tips September 27, 2021

This post is part of our Weekly-ish Tips series.

Most of us probably agree both in theory and in practice with the principle of transparency—being honest, open, candid. It is easy to assert that “Honesty is the best policy,” but dig a little deeper and it is not so clear. I last wrote a Weekly-ish Tip about how to discern whether to raise a touchy topic a little over five years ago. A recent conversation with a workshop group has me thinking it’s time to reprise it.


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