Where’s the data hiding? Car shopping. I don’t think the process has changed much in 30 years. Sure, the internet came along and made it easier to put off walking on the lot, but you still end up having to go there, test drive and get invited back to the office “to talk.” Last month we went […]
Rent a Brain 160 Characters At a Time You may find this worth noting. I have a couple of mentees that are easily under 30 years old and there’s an interesting dynamic taking place. They like to text.
The NFL – A Bunch of Mama’s Boys Weekends are great. Sometimes I get to lay around, watch TV and eat rows and rows of Ritz crackers. Other times I find myself at a big table wolfing down ossobuco with an NFL Pro-Bowler. Last weekend it was the latter. I hated to be that guy, […]
The Ride Along Recent events in Waco (9 killed in biker war at Waco, Texas restaurant) remind me of smaller conference room skirmishes that happen every day. Consider this scene. The curtain opens to show a Conference Room on floor 34 of the big bank building. There are 8 people gathered around a long table. The well dressed […]
Sunk Costs and Strategies A recent article in the Omaha World Herald highlighted a debate in the state legislature about whether or not the progress on the University of Nebraska Lincoln’s Technology Innovation Campus is meeting expectations. “Some question Nebraska Innovation Campus’ pace, funding requests, private-sector buy-in” A quote in the article sounds like it was ripped […]
Building Trust in a Connected World Today I offered a client some communication advice. Using specific language that helps their prospect come to a “yes” or “no” decision faster. Shortening the sales cycle. Language that hasn’t changed in many, many years. This article was sent to emphasize the points I made. Especially the part about the […]
The Company You Keep Yes, this title is the lazy version of Proverbs 13:20 “Walk with wise men and you will become wise. . .” and it sums up how I felt this weekend after spending 3 days with a group of 200 successful consultants from around the world as we gathered under the tutelage of […]
What Has Happened, Will Happen – Tactics for Lead Generation In our first episode, we went to the white board and put a frame around the challenge of complex lead generation for professional services. (“Complex Lead Generation – a Big List of Tactics“) In the second episode, we went into that frame and identified where […]
Into the Mailbag – A Pricing Question It’s been a while since I dug into the mailbag looking for a trend. So while the house is quiet, let me bring up a topic that’s incredibly consistent. Pricing. From the freelancer looking for advice on hourly rate to the vendor quoting a price that ends on […]
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