Articles - Page 22 of 48

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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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 […]

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The WhatsApp acquisition by Facebook and the Twenty-Third Law of Relationships

Facebook’s $19 billion acquisition of WhatsApp underscores something I’ve believed for a long time: that notwithstanding social media’s ability to connect us with thousands of contacts, we ultimately gravitate towards a small handful of deep, meaningful relationships at work and at home. About Facebook’s latest move, The New York Times wrote, “Weary of noisy social […]

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Becoming a Person of Interest

By Andrew Sobel Your clients are pressed for time. Everyone wants to get on their agenda. There is competition, in a sense, to build a relationship with them. In response, you need an attraction strategy. You need to become a person of interest, someone that senior executives are drawn to spend time with. This is […]

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