You Can’t Win. So Now What?

The sales meeting often starts like this, “We aren’t going to make our sales goal because we lost this big job. How are we going to make up the shortfall?” My question is “What changed? You did not have this revenue; you still don’t have this revenue. Isn’t there other revenue out there? Were you going to stop selling because you won this project?” What will make you feel better? Nothing changes when you don’t...

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Universal Growth Plan: More Opportunities at Higher Fees for Less Cost

The great thing about being in the midst of a strong business cycle is that you can focus on the future instead of dwelling on the present (or worse, the past). The bad part is that we all know that economies cycle up and down. After we have enjoyed a bit of success, we start to worry. I was thinking about this while sitting in traffic the other day. Why do some people weave in...

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Intentional Progress

The skill we need to master for Intentional Anything is progress. How do we stop talking about it? I was in a sales meeting the other day and the company was planning a networking event at their office. They had been talking about it for months but while the idea was getting play, there was no substantive progress. Why, I asked? The reply was that they needed to get the invite list together and to...

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