Resources

What is Your Customer’s Pain?

Think, for a moment, of your customer as a patient in the doctor’s waiting room. “OK, everyone, Monday is splint day!! Whatever your symptoms, we’re handing out splints to fix it. Have a great day!” “Hurrah, it’s Alka Seltzer Tuesday! Everyone gets Alka Seltzer for whatever ails you! Just pay the receptionist and we’ll all be on […] Read More...

Aim at Nothing and You’ll Hit it Every Time

Everyone is not your customer. Would you agree? I hope so. There are people we are best able to serve…and then there’s everybody else. A LOT of everybody else. So we have to take aim. We need to pro-actively define our target market, our target customers. Hopefully, you’ve come to a clear definition of your domain of expertise – […] Read More...

The Fastest Route to Success: Build an Army of Advocates

Business grows best in fertile soil. And nothing makes your marketplace more fertile than having advocates working the soil for you and with you. Recently, I had a very successful consulting session with a small company directly because of a warm referral. I knew nothing about this company before meeting one of the key people […] Read More...

When to Let Your Marketplace Reset Your Compass

I am a big advocate for defining direction and strategy in business. We need to be pro-active to set the business compass, and program the GPS. But…sometimes it has to go in reverse. The business (customers and the marketplace and circumstances) may just override all your intentions and define your direction and strategy for you. Or, at least, refine […] Read More...

Noise! Noise! NOISE!

You and I are in a war for attention. The scarcest (& most valuable) human commodity of all. What is your biggest competition for that customer, for that job, for marketplace recognition? Sun Tzu wrote in the famous Art of War: “Know your enemy.” I’m here to tell you – that enemy is the NOISE. You’re a business professional […] Read More...

Why Would You Hire Words that Don’t Work?

Ever feel like people aren’t really “getting” what you do? Frustrating (and very common, btw). And then there’s that experience when you’ve met someone in a networking meeting and you walk away thinking, “what the heck does he do?” File under forgotten. We’ve hired words that don’t work. Bad investment. If there’s anything I’ve learned […] Read More...

We Need to Hear Your Story

I was sitting at a celebratory dinner a while back, and the host started telling a story. His story. How he had become the professional he was, and why he was moving in the direction he was going. He could have spewed facts, or statistics, or bullet points. But no-one would have remembered them. Those […] Read More...

Now Specializing in Everything

I got a great haircut yesterday. Visited an old-school barbershop, where they take the time to do it right. Plus: guy talk, sports, and no stinky “product.” In fact, I think I have now found my go-to haircut place. But then the barber handed me a business card and I couldn’t help but be amused. […] Read More...

Getting to Alignment

(no, this post is not about chiropractic – though the metaphor might be apt!) I was having a very interesting discussion yesterday with a fellow consultant – this gal is wicked smart – and she was telling me about how many of her corporate client challenges boiled down to one word: Alignment. Getting everybody on the same […] Read More...

Becoming a Whisky Communicator

Last week, I enjoyed my first visit to Leiper’s Fork Distillery, a beautiful facility located only 15 minutes away from my home in Franklin, Tennessee (if you’re ever visiting TN and want to make distillery visits, LFD is a must-see!) How does a whisky distillery work? Well, to over-simplify the process – raw materials (grains, water, […] Read More...

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