Getting To Yes (1 of 3)
What’s On My Mind This the first in a three-part series on getting to yes. Let’s say a client is at least mildly interested in hiring you. This is the first of three hurdles you need to overcome. I guarantee this is what they’re thinking… Do I want to focus on this work? They […]
Relationship Advice From CEOs
What’s On My Mind I feel fortunate I’ve gotten to work with some amazing CEOs. Five Star Insight Alert! One of my favorite people I’ve ever worked with is Jonathan Reckford, CEO of Habitat for Humanity International. He’s strategic. He’s giving. He’s humble. Jonathan has it all. And great news for our community–he shared […]
Don’t Write A BD Email This Way
What’s On My Mind Fun conversation this week! He stopped me mid-sentence and said… Wait. Did you just say, “don’t give them a reason not to respond?” I guess I did. That’s brilliant! You’re probably wondering–what were we talking about? First, let me give you some background; then, we can dive into the learning. I […]
What To Do Next (2 of 2)
What’s On My Mind The sciency fun from last week continues! We talked about Limiting Factors last week. Check it out HERE in case you missed it. Short summary: all complicated processes have Limiting Factors, and if you solve for that one thing, your entire process will speed up. For us, think of Limiting Factors as BD bottlenecks. […]
What To Do Next (1 of 2)
What’s On My Mind Getting sciency again! I’ve been thinking a lot about Limiting Factors lately. Here’s the broader definition on Wikipedia. Limiting factors pop up in all kinds of science from engineering to ecology, business processes to biomechanics. The basic idea: There’s usually one “by far” slowest thing in a complicated process. That one thing becomes the bottleneck. […]
What To Do When You’re Stuck
What’s On My Mind Listicle alert! We all get stuck. Maybe it’s a bad night’s sleep. Things don’t seem to be going well. Or you got fired, your dog is sick, and your truck broke down. Sorry, that sounded like a country music song. Seriously though, stuff happens. To all of us. We can get in […]
What To Do When You’re Really Busy
What’s On My Mind Super practical this week! (This article ties nicely with the piece I wrote a few weeks ago called Should You Be Busy Or Available? Check it out HERE.) It’s too easy to say you can’t invest in relationships when you’re busy. Here’s what I’m hearing in the market right now: I’ve been slammed with […]
How To Build Trust, Broadly Across Organizations
What’s On My Mind Here’s the fourth in our four-part series on trust…a great series to work through with your entire team. In the last three weeks, we covered the three questions your clients are asking about you. Do I trust you? Do I trust your team? Do I trust your organization? Click HERE, HERE and HERE to […]
How To Build Trust, Broadly Across Teams
What’s On My Mind Here’s the third in our four-part series on trust…a great series to work through with your entire team. The last two weeks we covered the three questions your clients are asking about you. Do I trust you? Do I trust your team? Do I trust your organization? Click HERE and HERE to revisit the first […]
How To Build Trust, Personally
What’s On My Mind Here’s the second in our four-part series on trust…a great series to work through with your entire team. Last week we ended with the three questions your clients are asking about you. Do I trust you? Do I trust your team? Do I trust your organization? I gave several practical actions […]
The Three Areas To Build Trust With Clients
What’s On My Mind I trust you’ll like this four-part series on trust! My friend Glen Jackson, who founded and massively grew the Jackson Spalding agency, has an interesting take on trust. He says… Trust is a peculiar resource. The more you use it, the more you get. Mic drop. I hadn’t thought of trust […]
Fantastic Phrases: Practical Words That Work
What’s On My Mind Fast and practical this week! One thing people love in our GrowBIG Training is exactly how to phrase something. This is important: the same offer phrased two different ways can get drastically different results. Let’s get right to it. Here are some of my favorite phrases! First up: a “family” of phrases… Would it be helpful if…? […]