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Archive for December, 2009

Generosity and Authenticity

December 30, 2009
Generosity and Authenticity

Readers of this blog know that I have postulated that the model for high end sales has changed; accelerated away from the traditional models to a trust based model. This also applies to networking; no selling, only building a trusting relationship. A colleague questioned me recently as to why I thought this was the case. […]

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A Holiday Tradition

December 27, 2009
A Holiday Tradition

The “practice” developed from my early years working at large corporations. They shut down the whole week between December 25th and January 2nd. One reason was that maintenance had to be performed on the manufacturing machines. Another reason was that customers were shut down for factory maintenance. It was a great week even if I […]

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The Silence is Deafening . . .

December 23, 2009
The Silence is Deafening . . .

Have you ever noticed that organizational change initiatives are sometimes “sabotaged” by objections about which you had no clue? All of a sudden, out of the “clear blue sky,” comes a storm of reasons why a particular change can’t be made. They all seem pretty trivial. What’s behind them? When you ask, the silence is […]

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Business is a risk . . .

December 18, 2009
Business is a risk . . .

The great corporate counselors I have encountered gauged the business owner’s or executive team’s tolerance for risk, presented their ideas for balancing the risk with the business goals and then helped the decision makers move the company forward. It’s the same with the the best financial professionals I’ve met. Rather than simply account for transactional […]

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In search of benefits . . .

December 15, 2009
In search of benefits . . .

You have to wonder what the insurance companies were thinking. Many, maybe most, small businesses are struggling with cash flow issues; and we all know that. One might expect the insurance executives to be sending out the word to agents and brokers that in light of the “predatory government regulatory atmosphere,” there shall be no […]

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Those &^*#$@ people . . .

December 6, 2009
Those &^*#$@ people . . .

When was the last time a tree ordered your products or services? Try as we might, we cannot conduct our businesses without people. Rassmussen Reports indicates to me we may be dealing with personnel issues at a slow pace in 2010.

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Book Review: The Dream Manager by Matthew Kelly

December 5, 2009
Book Review: The Dream Manager by Matthew Kelly

Every now and then, someone will remind me of something I knew but had forgotten or perhaps simply got out of the habit of thinking about or doing. Such is the case with Kelly’s small but very interesting book “The Dream Manager.” Kelly reminds us that the best way to be successful ourselves is to […]

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Book Review: Creating Competitive Advantage By Jaynie L. Smith

December 5, 2009
Book Review: Creating Competitive Advantage By Jaynie L. Smith

Competitive Advantage – it is the stuff of every business owner’s dreams. The problem is that Competitive Advantage is a moving target. Ms. Smith rightfully makes clear that there is a never ending need to evaluate and re-invent competitive advantage. Smith’s book is on point with her advice on how to put creating competitive advantage […]

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Too much of a good thing?

December 3, 2009
Too much of a good thing?

How do we “balance” work hours, career advancement, family and relationship needs? This seems to be a perennial topic of discussion. We want it all. Despite our technology, things don’t seem to be getting any better on the time management front. Now, instead of one partner trying to balance demanding activities, we have both partners […]

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Mounds of misinformation . . . and outright subterfuge.

December 1, 2009
Mounds of misinformation . . . and outright subterfuge.

Lawrence M. Krauss is a theoretical physicist, commentator and book author. Some dozen years ago he wrote in one of his commentaries that “The increasingly blatant nature of the nonsense uttered with impunity in public discourse is chilling. Our democratic society is imperiled as much by this as any other single threat, regardless of whether […]

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