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Often clients invite me to work with the “rising stars” within their ranks. I have had the distinct pleasure of leading many individual and group workshops focusing on improving the business development capabilities of future leaders. No matter how successful these sessions are, if the current leadership has not primed the foundation for growth, opportunities[…]

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That business lunch you had today, what was your return on investment? What’s the investment? Well, there’s the tab, time to arrange the meeting and time away from work (productivity cost). If you have not adequately prepared for this business meal your ROI will likely be flimsy, at best. Maybe you’ll add a new contact[…]

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Those who are successful at the networking game know that it’s not about selling yourself. It’s about providing value to others. I’ve often spoken about the importance of curating one’s network instead of collectingit. This simply means cultivating relationships that are not only useful to the curator, but valuable to others as well. The ideal network is one[…]

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Recently I landed on a website belonging to a coach whose practice focuses on helping Millennials to live their “best lives”. It featured a photo of her, laughing for the camera, presumably living her “best life”. The site claimed that visitors were in the right place if they were “struggling to feel happy and fulfilled[…]

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The other day I stumbled upon a training video created by a guy who advertises himself as a “business development expert”. The video featured said expert sitting down with a woman who agreed to appear as the business owner-decision maker in this role play scenario. As a survivor of many role playing videos that were[…]

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  DENIAL. Even when hard evidence stares us in the face, we often refuse to acknowledge it. Too often, organizations striving for smart growth suffer the incessant beat down of employee attrition. Huge investments of time and money are made with regard to the recruiting process, with little effort focused on effective retention. I have had many[…]

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The phrase “succession planning” is most often heard in conversations between financial professionals, legal professionals and their business owner clients. The discussion is usually limited to determining the value of the company so the current owner can either retire happy or his/her spouse can relax should their partner pass away unexpectedly. Papering the deal and[…]

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Who wouldn’t want a fresh, bright orange, crunchy carrot? After all, it’s the epitome of incentive vegetables, so of course it’s safe to assume that this beta-carotene filled beauty will motivate your team to soar to the greatest heights, right? Not if you are my daughter Emma. She’s allergic. When she eats carrots her throat[…]

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NETWORKING IS NOT ABOUT SELLING. It never ceases to amaze how many of those engaging in professional networking believe they are expected to pitch their hearts out–during an initial conversation. If your goal is to cultivate meaningful–and fruitful–connections, make sure you are in ASKING MODE, not TELLING MODE, and be sure not to leave the[…]

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How “sticky” is the training/professional development/coaching in which you are investing? There is no doubt: training and professional development are essential to a growing organization. The slippery bit is how to quantify the success of such an investment. Any time a company invests money, time and energy in an educational program, they ask what their[…]

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