Aug 2, 2011
It is time to return to the ideas in this address by the brilliant Paul Hawken, from 2009’s University of Portland graduation. Some excerpts here~ The living world is not “out there” somewhere, but in your heart. What do we know about life? In the words of...
Jul 22, 2011
So, how many emails do you get in a day?And how many from folks you don’t know (not spam) but need to respond to? If you are leading a business or consultancy, that number is going to be high, and the number of new-contacts-to-known-colleagues will be...
Jul 15, 2011
Here is a 4-part series of weekly posts on the Tactics of Successful Negotiation:1) Standing up for your value;2) Learning the pace of negotiation;3) Overcoming your demon voices; and4) Coming from Abundance–the real power. “Never go to the negotiation table...
Jul 15, 2011
Let’s talk about the negotiation itself. What I end up teaching my clients is that they must 1) stay the course, 2) watch their margins, 3) assume the true value of their offering, and 4) be prepared to walk away from a deal that doesn’t work for them.Sometimes...
Jul 15, 2011
Your demons play in your head and make you a weak negotiator: they say, “You really need this account,” or “They can get anyone to do this, they don’t have to choose me for this consulting work (or product mix).” “Can I really deliver what I am promising?” And even,...
Jul 15, 2011
Context is a powerful vehicle for your success in the world.You can come from Abundance (the trust that there is enough in the world for everyone – that is, your glass is half full and more will come soon), or from Scarcity (the surety you must compete for every small...
Jun 21, 2011
I recently found an interesting passage in Will Durant’s classic Caesar and Christ: A History of Roman Civilization and Christianity from the beginnings to A.D. 325, which is Part III of his and Ariel Durant’s The Story of Civilization. The famous “panic”...
Jun 10, 2011
There are boundaries that we might expect in social behavior, especially in professional networking.But sometimes our bad manners show up, and this must flash us a message to watch our actions. I was attending a going-away party for a long-term client of mine, as she...
Jun 3, 2011
I am often asked how much to reveal when pitching for venture or angel capital. The rationale varies: “ I’m not quite ready for a big investment until I get more early traction” or “Will I weaken my position by showing how much I need and how soon I need it?” or “Will...
May 13, 2011
My colleague Amy Hirsh Robinson, Principal at The Interchange Group, shared this fascinating examination of generational issues in the workplace (her consulting specialty, see www.interchange-group.com).The link is to the cover story, “Mixing it Up,” in...
