Eight Cringeworthy Questions You Should Never Ask

I’ve heard this a hundred times: “There are no bad questions.” Sorry, but there are indeed bad questions. And, there are good questions that go bad when used at the wrong time. For example: “Why?” It can be a great…


Great Relationships Start With Great Client Selection: Three Filters You Should Use

What percent of your most vexing problems are created by just a few of your clients? It’s probably a high number. Let me put this more positively: Have you noticed that if you start with the right client, everything is…


How to Dramatically Increase Your Impact and Satisfaction

Reframing Work and Life #6: The Personal Impact Matrix We would all like our work to be satisfying and meaningful. And to that end, there is an entire industry of books, life coaches, and assessments dedicated to helping people discover…


The One Thing that Kills Personal Learning

Have you ever met someone at an event or party and asked them lots of questions about themselves—and, consequently, learned some interesting things from the conversation? But then, you realized they were utterly incurious about you, and never asked a…


Technology and Relationships: Where Should You Spend Your Time?

Reframing Work and Life #4: The Intimacy Matrix For many years I have avoided the topic of technology and relationships. Partly, because often the “hot” technology this year becomes a dinosaur next year…yes, I still remember MySpace, which was going…


Choose Ambitious, Bold Clients

Reframing Work and Life #3: The Client Aspiration Matrix There is an unreservedly important but often ignored quality that you should always look for in your clients. It is called ambition. Boldness is another way of putting it. Many executives…


How to Reframe Client Problems

Reframing Work & Life #2: Putting client problems in a new light The physicist Albert Einstein reputedly said that if he had one hour to solve a problem on which his life depended, he would spend 55 minutes studying and…


Four Types of Power Questions

Reframing Work & Life #1: The Power Questions Matrix Jerry Panas and I coined the term “Power Questions” in our book of the same title. Somewhat to our amazed delight, it went on to become a global best-seller that has…


How to Manage Small or Transactional Clients

Small and/or transactional clients can pose many problems. In fact, dealing with these types of clients is a vexing issue for many companies. Here’s why: Small Clients: Are costly to service—they can use up senior time (partners, senior executives) with…


Do Clients See You as an Expense or as Part of Their Growth?

Ellen and Peter are both partners with large, well-known public accounting firms. They both went to good schools and have years of experience in auditing the financial statements of Fortune-500 companies. That’s where their similarities end. Ellen is a trusted…


 

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