The So-What stories we tell simply leave colleagues, stakeholders, partners and clients flat. At the conclusion of our story, they ask themselves (and you): So-What is the significance of your story to my professional life? So-What is the value of your story to my own professional context? And, So-What do you expect me to do… [Continue Reading]
Why So-What Stories are just Tactical Professional Tools
How are You reinforcing Business Growth Status Quo?
Business growth status quo happens. When you take your eye off the top and bottom lines because things appear to be going well. Or, are they? Really? After all, your business has a pipeline full of repeat business. At least, that is what your sales team tells you. Except that new customer acquisition is, well,… [Continue Reading]
4 Ways We become Professionally Predictable to Customers
Many professionals I’ve spoken with, recently, have a nagging sense that they are professionally predictable. Managers and leaders make a big fuss about why we should focus on product and service differentiation. Yet, unless we are designing, engineering, coding or selling a breakthrough innovation, customers continue to perceive us as commodities. When we have the… [Continue Reading]
Why chasing Busy Work impedes pursuing Solid Business Opportunities
Busy work gives the false illusion of excitement! And who does not love excitement? You have an overture from a new client who seems ready to sign a contract. Or, your engineering contact seems ready to accept even the most edgy design solution you have to offer. Then again, you are targeting marketing, selling or… [Continue Reading]
Business Development Pivots and other Relevant Nonsense
There were a lot of business development pivots going on. They occurred while many of us in the northern hemisphere were in “summer mode.” If you took a mental break from the social and societal chaos that occupies our attention, sucking the very lifeblood out of the business air, you are not alone. However, it’s… [Continue Reading]
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