Finding the Right Fit with Clients
One of the worst things I see done in presentations Is underestimating a fit with clients. By fit, I don’t mean the same appreciation for flat front stretch golf pants; I mean values, expectations, and preferences, And how you can, or can’t, meet them. This plays out one of three ways: 1. You and the […]
Why is it Hard to Talk About Risk?
I once had a salesperson tell me “Let’s not say the word risk” to a client. [A few moments later…] After seeing the look of immense confusion on my face he added, “You know, the word risk might turn them off.” Turn them off… to what? To knowing what risk was? To having an honest […]
How Can Generality Help Your Strategy?
No matter how hard you try, You will never learn everything about your company By yourself. [Unless you work alone then you got me there] Knowing how to develop tailored strategies, Is only as useful as knowing What there is to tailor. What you have at your disposal, The expertise, skills, and knowledge You can […]
Four Key Pillars for Strategy
Strategy can leave you scattered. It can pull you in hundreds of directions, Or leave you consumed by just one thing. I’ve fallen victim to both extremes. So to stay focused, I have four pillars. Four key areas that insight, expertise. And strategic thinking, Have been most useful for. They are: Find work. Bring in […]
How Do You Solve a Problem Like a Weakness?
Face it, Strategies can look weak sometimes. Your expertise, reputation, resources, May look flimsy in comparison. Weaknesses can be real or perceived, Skills,experiences, or new ideas your company hasn’t developed yet, Or simply one or two topics that just don’t match the client’s request. But what do you do about it? Recently, I’ve seen 3 […]
When Strategists are like Puppies
We just adopted a new puppy, Adorable, energetic, And some less than desirable puppy habits. The first week, Opening her playpen, She would bolt downstairs. Ignoring commands Or anyone who tried to stop her, Laser focused on going outside. Not surprisingly, when she got there, She found a closed door [Yep, all the […]
Can We Find a “Win” After Losses?
“I’m winning, and I don’t intend on losing again!” – Santana, 1980 I hate losing. Especially when the loss was out of my control. Having your strategy turned down by a client For reasons other than the strategy itself – Incredibly frustrating. I’ve heard all the reasons – Cost, experience, Previous client relationships, Mercury in […]
Are Strengths Universal?
“Something so strongCould carry us away.” – C.H., 1986 No, strengths aren’t entirely universal, But after 10 plus years, I have a pretty good list of them. Ones that show up often, In meetings, publications, discussions; Ones that help differentiate companies Across multiple industries, products, and services. Here’s my top 11. Some initial ideas […]
What Are Words For (When We Downplay Them)?
“What are words for, When no one listens anymore?” – M.P., 1982 Words are incredibly important. We owe it to our clients, our teams And our strategies To mean what we say, And stand behind the words we use. We can get into habits, Over or under-emphasizing words, Or meanings. Acting skittish around new ideas, […]
Don’t Forget the “Right Now”
“‘Cause I’m as free as a bird nowAnd this bird you cannot change!” – L.S., 1973 Ever been attacked by a falcon? They are great hunters, Fast, powerful, sleek, And sometimes hungry. I didn’t learn this from a book, unfortunately. I was out for a run, Taking a break from a huge proposal. Like […]