In doing a quick internet search for information on best practices in selling or sales, the number of options was overwhelming. There are so many books, audio, videos, training, etc., that you might think everything and anything about this topic has been written and rewritten hundreds of times.  In fact, you are mostly correct.  The information on many of these access points is a rework of some approach with a particular author’s spin on the topic. In this week’s insights, we will do a bit of the same.

Are you selling to solve client challenges or just taking orders?Read More »

It is likely you are familiar with the story of Pinocchio. The child’s tale was originally crafted in Italy in the late 1800. This work centered around the wooden boy coming to life and having to navigate various trials where his conscience needed to play a critical role in his nurturing. Depending on the situation, it would cause either a positive step forward or place him at the mercy of potentially devastating consequences.  The wooden boy’s conscience was amplified by the character Jiminy Cricket.

Let your well-formed conscience be your guideRead More »

Let’s start by getting a lay of the land, should you be at a point in your business career where the thought of transitioning the business to family, a third party, or simply closing it down. This is a very scary time for a leader to go through.  Your life and your work have been so tightly bound together that the collision of reality and emotions can genuinely feel overwhelming. You are going to need a team of trusted advisors who coordinate together your best outcome based on your desires, intentions, and other factors like tax and legal ramifications.

Why use an Exit or Perpetuation FacilitatorRead More »

With Labor Day behind us and the unofficial start of fall, our attention shifts to many in our communities going back to school and to the mindset in the workplace returning to focus on completing the calendar year by achieving the objectives set forth in January.  Some might say that they never took their eye off the target during the summer. For some, that is very true.  The reality is that although they might have kept their eye on the target, did it translate into actionable steps forward to the goals of the business? 

Caution – Back to School and Back to WorkRead More »

The unofficial start of the fall season and new school year for many takes place next week. But prior to that event, we pause to acknowledge all who have labored and will labor for this great nation. Labor Day is set aside each year to recognize the importance of those who contribute to our nation by putting forth effort and energy in their chosen work.

Labor Day 2026Read More »

As our nation continues its year-long celebration of 250 years, it is a good time to revisit part of the Declaration of Independence. Specifically, that very important element of pursuing happiness. Our forefathers did not indicate that this freedom experiment called the United States would be without challenges. In fact, they placed their entire lives at stake in the Revolutionary War to uphold their convictions to enable citizens the opportunity to Life, Liberty, and the Pursuit of Happiness.

Pursuit of Happiness!Read More »

It is a given in business. We need customers, and they need our products and services. This transactional relationship is the basis of commerce. A situation or need exists, and a vendor provides an answer. It can be a product or a service, depending on the customer’s requirements. In this transaction, the level of the relationship depends on the parties involved in the transfer of goods and/or services.

Are you prioritizing your best customers?Read More »

Lately, we have heard a lot about Artificial Intelligence(AI).  In some circles, you may have heard of Emotional Intelligence (EQ).  How about good old Human Intelligence?

Human IntelligenceRead More »

A recent discussion with a colleague and some clients has prompted this week’s opportunity to reflect on empowering and engaging your team to assist them and, ultimately, the organization to higher levels of contribution and satisfaction. It is straightforward to correlate your team’s happiness and contentment with greater productivity. When people feel valued and contribute to the greater good, stuff gets done.  Not just timely but on schedule, and everyone feels a strong sense of accomplishment.

Are your staff’s annual review plans out of sync?Read More »

For the past few weeks, we have been exploring the value elements of your business – The People, The Culture, The Sustainability, and today we look at The Profitability.  We specifically kept this element for last for a couple of reasons.  The first and possibly the most important one is that the value of your business – its profitability will naturally flow from getting the first three elements in place and done well.  The profit of your business is the result of doing the other elements first.  The second reason is that when a leader is asked why they are in business, a typical response is that they are in business to make money.  Although this is not an incorrect statement, the money only comes when all other parts of the business are operating at their very best. 

Are you focused on the most important value? – ProfitabilityRead More »