Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
The Ten Habits of Terrible Listeners
You’re probably not as good a listener as you think you are. Take this test to assess your listening skills. Click here to download the Listening Skills Self Assessment
Read article
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 […]
Read article
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 […]
Read article
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 […]
Read article
Building Your Independent Practice: From Startup To Market Leadership
Building Your Independent Practice: From Startup To Market Leadership
Read article
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. […]
Read article
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 […]
Read article
14 Common Mistakes in Building C-Suite Relationships
Build Better C-Suite Relationships By Andrew Sobel It’s hard to get the first meeting with a top executive. It’s even harder to get the second meeting. If you don’t make a connection and add value in your conversation—if you don’t light some kind of spark—you’re unlikely to create interest in a relationship with you. Here […]
Read article