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The Power of Words

A common quality of people with leadership ability and a positive attitude is that they understand the power of words. They understand the huge effect words have on their own attitude and on the attitude of those they interact...

The Indian Talking Stick, A lesson in listening

Over the years I have trained and coached thousands of people to listen effectively. It can take between one and two days for even the very brightest of people to become skilled at listening.

The End of CRM

For years I have been less than comfortable with what I believe has become an overused term, Client Relationship Management (CRM). Though you might be forgiven for thinking that CRM is new, it certainly isn't, I first came...

Personal Motivation

How well do you know yourself? Stop reading for a few moments and ask yourself why you chose your present career. Are you doing the things that motivate you? Do you know what motivates you?

Natural born salespeople

In general business people with a technical expertise (Software designers, Engineers, Lawyers etc) do not make natural salespeople, but some are better than others at using similar skills to grab customer attention.

Characteristics of successful entrepreneurs

While, quite naturally, individual entrepreneurs have many unique traits that are not common to other entrepreneurs, all entrepreneurs do share a kindred spirit, a certain type of constitution and outlook, and a special...

Dealing with Multiple Priorities

The most common feature of the people my colleagues and I work with is that they are very busy people. If they could be granted one wish most would be asking for more time.

Are you a team player?

Many professionals prefer to work alone. We can vouch for how difficult it is to keep a group of professionals in the same room for any period of time. It can be a nightmare running workshops and seminars when organising...

Aligning Values and Beliefs

It is always a challenge to develop leaders when their core values and beliefs are not aligned with the values and beliefs of effective leaders or the values and beliefs of their organisation.

Articles & Thought Leadership

8 Years to say 'Yes'

It can take a while to win work and get that all important "yes" from clients. Anything from a few weeks, a few months or even up to a year or more is entirely normal...

"Ow Much"

"How many times have I heard this!" said the managing partner of a law firm I met with recently. On reflection I said to him "this is what is constantly being said to me when discussing business development with...

Don't spray and pray

For the first time in a while, I came across a really pushy, door-to-door salesman.  It was an experience I'm not keen to repeat! This particular one was selling an energy supplier. He brought to mind another person...

Help get me out of here

I talked recently to a director in our local Regional Development Agency who said that there were signs of increasing confidence in our region as well as pockets of renewed activity.

If I were you - The case for coaching

"If I were you.." But you're not, are you! Therein lies the problem with giving orders, advice and instructions. Despite your good intentions, the recipient has to find their own way to do things.

Pruning

Autumn is the time of year when gardeners are really proactive and make things happen.  They do this by getting rid of dead wood but also clearing the way for future growth.

Questions

What is this all about? If I had a pound for every time my daughter has asked me "why?" I'd be a millionaire. It seemed to be one of the first words she learned, and 12 years later, it's still top of her vocabulary...

Stairway to heaven

That must be the infamous song, my mate said, referring to the 1971 classic from Led Zeppelin. No don't be silly I said teasing, it's all about relationships and how you build a successful relationship over time by investing in the...

Who has the real buying power?

I know my body language said it all when a potential supplier patently ignored me in a meeting where he was outlining his offering. My boss laughed afterwards and said "I knew he was doomed from your expression!"

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