“MA, WHAT’S FOR DINNER??”

“MA, WHAT’S FOR DINNER??” You’re probably heard it – or said it – a thousand times. I’m not asking about all the various foodstuffs in the refrigerator; I’m not seeking for a tour of spice cabinet; I’m not looking for an overview of all the recipes in the recipe box. Just tell me: “Chicken parm – 5 minutes!” Short, focused, […]

So, What Do You Do?

When I saw this artwork from Hugh MacLeod, I had one of those immediate visceral reactions – “Hugh is really onto something again this time!!” But, actually, he’s onto TWO things. Here is Hugh’s explanation, and it’s fantastic: Isn’t that great? But I must admit, it wasn’t the first thing that came to my mind […]

Please Give Me Your Money…

Ultimately, if you’re in sales (and who isn’t…?), then in the crassest possible terms, this is what you are asking for. You want people to hand you their money. But in exchange for what, exactly? A cup of coffee for $2.25 is a pretty clear exchange. My monthly cable bill – I know what it […]

Aim at Nothing and You’ll Hit it Every Time

Everyone is not your customer. Would you agree? I hope so. There are people we are best able to serve…and then there’s everybody else. A LOT of everybody else. So we have to take aim. We need to pro-actively define our target market, our target customers. Hopefully, you’ve come to a clear definition of your […]

What is Your Customer’s Pain?

Think, for a moment, of your customer as a patient in the doctor’s waiting room. “OK, everyone, Monday is splint day!! Whatever your symptoms, we’re handing out splints to fix it. Have a great day!” “Hurrah, it’s Alka Seltzer Tuesday! Everyone gets Alka Seltzer for whatever ails you! Just pay the receptionist and we’ll all be on […]

Defining (and doing) YOUR Best Work

I’m asking a series 20 Clarity Questions that every company should be able to answer in order to set a clear business focus and direction. Today, let’s consider together what kind(s) of work you will choose to do – specifically, what is the best work you can be doing. Clarity Question #6 – What’s Your Best Work? If you’ve been in […]

What is Your Company’s Big-Picture Goal?

  I am blogging about 20 Clarity Questions that we need to answer in order to set our business focus and direction. When we can answer these questions, we’re well on your way to a very clear strategy and message. Let’s consider together the vital question of purpose, and how that will shape the future direction of the company. Clarity Question […]

What’s Your Company Culture?

  I am blogging about 20 Questions that you need to answer in order to set your business focus, and make your company referral-ready. The first one was, What are your Company Strengths?, followed by, What is Your Company’s Domain Expertise? Then, we looked at Who Loves You? Now, let’s turn to… Question #4 – What’s Your Company Culture? Every […]

Who Loves You?

  I am blogging about 20 Questions that you need to answer in order to set your business focus, and make your company referral-ready. The first one was, What are your Company Strengths?, followed by, What is Your Company’s Domain Expertise? Now, let’s turn to… Question #3 – Who Loves You? I’m a big believer in the idea that […]

What is Your Company’s Domain Expertise?

I am giving you 20 Questions that you’ll want to answer in order to set your business focus, and make your company referral-ready. The first one was, What are your Company Strengths? Now, let’s turn to… Question #2 – What is your Company’s Domain Expertise? You should know that I have a total lack of interest in anything related […]