Yup, I just asked “that” question. And it’s for everyone, not just the folks who are sales people. Because when you start thinking about sales, well, we all are in that business. We communicate our thoughts and ideas to our internal customer colleagues and to end-users, our external customers. We may try to convince them… [Continue Reading]
We have so many habits. Our bodies and minds have been so programmed to respond to information in a certain, set way. We are programmed for survival. We are not programmed to take risks, unless we have no other choice. Fight or flight, fear or foe. No in-between area. Yet in the business world, everything… [Continue Reading]
Back by popular demand. Let’s play 20 questions! Should the VP of Business Development run your next Engineering meeting?
One of my most popular posts. Would you voluntarily turn your Engineering meeting over to the VP of Business Development? Think about it: Key Performance Indicators, or KPIs, meet Sales and Profitability Goals. The Engineering function is seeking project delivery on time, within budget and with high quality (and 0% defects and elimination of wasteful processes)… [Continue Reading]
You know, the one you use every day in the workplace. The one that tells you how to “do” your career, how to “do” your job. Nope – I didn’t get one of those, either. And while I know on-boarding is the new term for employee orientation (and not done effectively in some organizations), how many of… [Continue Reading]
There’s an art to building and maintaining client relationships. It’s more important than ever before. Clients are becoming more difficult to “win” and their loyalty is more elusive. And the definition of “client” encompasses those individuals within the workplace, your subcontractors and the companies who have contracted your products, services and capabilities. There’s no room… [Continue Reading]