Change Management

02Sep 2014

You learn early in a sale career that “Every No is one step closer to a Yes!” I saw a recent Gapingvoid image that said, “No simply means, begin at one level higher!” No tells us something about ourselves. No tells us what went wrong. No tells us what to do next. No closes the […]

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27Aug 2014

Reply to Sport Rider magazine editorial ““Super Sport Motorcycle Sales Still Flat” by Ken Kunitsugu, in the Wheelspin section of August 2014 issue. In the August issue of Sport Rider magazine, editor Ken Kunitsugu’s laments the market dynamics that have pulled the rug out from under the party. He itemizes the major body blows inflicted […]

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25Aug 2014

The meetings industry is in the midst of a major inflection point; one that’s likely to leave some associations picking up the broken pieces of a once-thriving membership organization and wondering what hit the fan? Many industry associations are the classic example of “too big to fail” mentality. I’m afraid they are oblivious to this […]

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11Aug 2014

I’m blessed to work with some truly talented executives. They’re tough, smart, focused and get more done than humanly possible. Some are more hands-on than others. Others are more consensus builders. I have the most respect for those who quickly ascertain assets around them and find ways (other than authoritative) to channel those assets toward […]

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24Jul 2014

It’s a question I hear frequently from clients in professional services: “How do I accelerate my high-performers’ ability to identify, nurture, and develop profitable business? Too many lack the ability to be intentional, quantifiable, and strategic in their new-business growth objectives. What can we do about that?” Indeed, how can you get the less-experienced people […]

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16Jul 2014

Today’s business climate is demanding; it rewards only the lean and nimble. To achieve that agility, organizations are being challenged to shift from old-style command-and-control (a World War I term) to trust-and-track—a culture of collaborative leadership. I’m mentoring a highly intelligent executive who is relatively new in his role. He is trying desperately to get […]

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18Mar 2014

Wherever a mature product category exists, there will be incumbents who hold an established position and challengers who want to take that position away from the incumbent. Danger lurks on either side of that equation if either team becomes complacent. I’ve spent twenty-plus years focusing on making business relationships yield strategic results, working with Fortune […]

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26Feb 2014

The wise have long suggested that we all stay away from discussing politics and religion at “networking” events. I have two questions: Who are “they,” and Where did this wisdom come from? Americans are more diverse than ever before and ideological differences matter in the future direction of this great country. Republicans, Democrats, Libertarians, Greens, […]

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12Feb 2014

I’m speaking at the MPI Northern California Chapter’s Annual Meeting on Tuesday, Feb. 19th in San Francisco on this topic. Come join us! The fundamental function of a meeting professional must evolve. Otherwise, today’s meeting planners will go the way of the dinosaurs, and the cause of death will be roughly equivalent—a failure to adapt […]

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