The Five Minute Business Diagnostic

One of the benefits of having evaluated and advised so many companies, is that I can quickly see the patterns that connect underlying conditions with overarching needs. I thought it might be helpful to share one of my techniques: The Customer Response Profile. I can use this chart diagnostically or analytically. As a diagnostic tool, I can observe the strength of the company brand and whether the business dialogue is geared towards its customers or...

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Five Things More Important Than a Trendy Post

As I scroll through my LinkedIn feed, I am underwhelmed by business and technology trends that are interesting but not important. Social Media experts can tell you exactly what headline to write and more importantly, what pictures to post that will get people to click on your link, thereby validating the expert’s advice. It may be entertaining, but the only beneficiaries are the Social Media experts that have figured out how to get paid for...

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Your Potential to Close Any Deal Has Been Pre-Determined

Whether or not you are going to win over a new buyer is already well-decided before you have your first encounter. Most of the factors that influence their decision-making have already done their work. Your only hope to change or maintain the buyer’s trajectory is to capitalize on whatever positive influences you have instilled along the way. Buyers pass through eight stages of understanding before they contact you about a project, then another four stages...

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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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Your Way of Thinking

You can copy the way another company looks, but you can’t copy how they think. Your mindset will determine whether you have sustainable results. A colleague who felt we would be a good fit recently referred me to a company that was interested in my services. I exchanged emails with the owner and setup the call. At the appointed time, I called the office and was trapped in an auto-attendant loop that disconnected when I...

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