Getting to Alignment

(no, this post is not about chiropractic – though the metaphor might be apt!) I was having a very interesting discussion yesterday with a fellow consultant – this gal is wicked smart – and she was telling me about how many of her corporate client challenges boiled down to one word: Alignment. Getting everybody on the same […]

Why Would You Hire Words That Don’t Work?

Ever feel like people aren’t really “getting” what you do? Frustrating (and very common, btw). And then there’s that experience when you’ve met someone in a networking meeting and you walk away thinking, “what the heck does he do?” File under forgotten. We’ve hired words that don’t work. Bad investment. If there’s anything I’ve learned […]

Noise! Noise! NOISE!

  You and I are in a war for attention. The scarcest (& most valuable) human commodity of all. What is your biggest competition for that customer, for that job, for marketplace recognition? Sun Tzu wrote in the famous Art of War: “Know your enemy.” I’m here to tell you – that enemy is the NOISE. […]

“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 […]