Relationship Economics

29Jan 2015

Comm Solutions is a network integration company. Paul Black is the founder and CEO. Below are excerpts from his recent comments about our work together. We sell information technology solutions, specifically infrastructure, to enterprise clients. As Chief Executive Officer, I set strategy, involve myself in large deals and major client relationships, and also relationships with […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn

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 […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn

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 […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn

19Jun 2014

Part 1 of a 2-part series No matter what profession we pursue, we’re all in the relationship business. Whether you are a consultant, a captain or a cognitive computing engineer, your area of expertise is a means to an end. That desired end is relationship impact. Referrals are the on-ramp to new relationships. Regardless of […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn

27Feb 2014

Most would agree that LinkedIn is the definitive social networking site for business professionals. But years since it has been in the market, most professionals I coach, mentor or otherwise meet: Don’t have a compelling, content-rich profile Aren’t active in both nurturing their current relationships or pursuing net new relationships Miss the opportunity to build […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn

24Jan 2014

If it’s January, it must be Strategic Account Planning time, right? That season when companies identify their most valuable customers and demand that the key staff people responsible for those accounts create some kind of annual planning document? Each year a “Strategic Account Plan” or whatever names it goes by is generated for each major […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn

22Nov 2013

Received the following note from a past Relationship Economics student, via LinkedIn; always fills the cup! Happy Thanksgiving. On 11/05/13 5:59 PM ——————– Hi David, I wanted you to know that even after all these years I’m still practicing many of the things you taught me and my colleagues at ******* about managing relationships. I […]

Share on FacebookTweet about this on TwitterShare on Google+Share on LinkedIn