Articles - Page 21 of 47

The Seven Deadly Sins of Client Advisors

Executives tell me it’s not easy to find an advisor with the right balance of experience, expertise, relationship skills, and client orientation. That’s not surprising. It’s a difficult role to pull off well. There are also lots of bad habits that professionals fall into when it comes to serving clients. Here are seven types of […]

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Should You Trust First Impressions?

A large body of research shows that when we meet someone for the first time, we make judgments about their trustworthiness and competence in a fraction of a second. We do this based on a variety of clues, including physical appearance, facial characteristics, posture, gestures, and so on. This makes sense from an evolutionary perspective. […]

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The Ten Habits of Terrible Listeners

You’re probably not as good a listener as you think you are. In fact, most people are poor listeners. What’s worse, as we get older and more experienced, it actually gets harder to listen. In any area you may work in, there are a limited set of problems that you will encounter. Once you’ve seen […]

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Follow the Person, Not the Position

A client of mine was promoted to a very senior position in a large, Fortune-100 company. She had been the deputy in her area, and was now at the top. She told me that the day her promotion was announced in the newspapers, she got dozens of calls from suppliers wanting to do business with […]

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Peter Drucker’s Five Magic Questions

The management guru Peter Drucker framed his consulting advice around five critical questions. With the answers to these five questions, you could run and grow your business. Peter Drucker is considered the leading management thinker of the last century. He wrote 40 books on management, including several when he was in his 90s. He coined […]

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Building Your Independent Practice: From Startup To Market Leadership

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When it Pays to Be Audacious and Just Ask

Many years ago my coauthor, Jerry Panas, was asked to organize the annual meeting for the chamber of commerce in Alliance, Ohio, where he once lived. He decided—rather ambitiously—to ask J.C. Penney to be the annual speaker. At the time, Penney—know as “Mr. Penney” to everyone—was one of the greatest merchants of the 20th century. […]

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Why you must improve your conversational skills

I’ve heard a common complaint from the senior corporate executives I work with and also from some of our young, single female friends in New York City: Why can’t people have a good conversation anymore? In the executives’ case, they are complaining about the external service providers and advisors they work with, who can’t stop […]

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