Tag Archives: Relationships

The 3 Levels of Personal Recognition—Where Are You?

As a young consultant right out of graduate school, I immediately noticed there were two types of partners in my firm: Those who fed off the business brought in by others, and those who were getting phone calls directly from…

Plan for Unplannable Serendipity: Make Your Own Luck This Year

By definition, serendipity is unforeseen—you can’t plan for it. Another synonym is “good luck.” When it happens, it feels great: A former client calls you out of the blue and within a few days you suddenly have a major new…

How to Accelerate Your Sales Cycle

How long is your sales cycle? How many months does it take to go from first meeting to a paid engagement? Your answer probably will be, “It depends!” But whatever your answer, you no doubt wish that your sales process…

Empathy Costs Nothing but Is Priceless

Are you really listening, or just waiting until YOU can talk? We need empathy more than ever Empathy is the ability to sense other people’s emotions, and also imagine what they are thinking and feeling. It’s a fundamental skill that…

Now Is the Time to Build Your Level 3 Relationships

The current environment is stressing many types of relationships. Clients are being forced to postpone contracts with long-standing providers. Parents and adult children are living under the same roof for the first time in years, at times uneasily. Loved ones…

Nine Ways to Improve Your Empathy

Empathy is the ability to understand and share another person’s feelings and emotions. It is essential to building good relationships, both at work and in your personal life. People who don’t exhibit empathy are viewed as cold and self-absorbed, and…

Helping Your Clients in Extreme Uncertainty

HEADLINES FROM OCTOBER 1987 I woke up on the Friday morning, October 16, 1987 in my house in London, having been kept awake half the night by a brutal windstorm that resulted in the closing of all financial markets—and a…

Seeking Job Security? You Need Enthusiastic Clients

Legendary GE CEO Jack Welch recently passed away. He once said, “Only satisfied customers can give people job security. Not companies.” I’ve taken the liberty of paraphrasing and updating this for my own readers to “Only enthusiastic clients give you…

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…