Recent Posts

Looking back on 2017. Looking forward to 2018.

The turning of the year is, for many of us, a time of reflection. What happened in 2017? What was good? What was not so good? And what do we WANT to happen in 2018? It also just so happens to be the time when most business owners are planning and budgeting. It makes sense to take that exercise a little deeper and to really take stock of a company’s progress and decide on some direction for the following year. In that spirit of reflection, I’d like to call your attention to 4 trends I saw in 2017, and 5 that I’m tracking for 2018. 2017: AKA, Shooting the rapids. Although 2017 was a … Continue Reading »

The easy way (and the hard way) to get leads and sell your services

“I’ve tried that, it didn’t work…” I was having a discussion with an owner of a B2B creative services firm about his business development process. He had a strong business that he’d built by leveraging his personal network, but he wanted to see more growth. This is a business owner who’s aggressive and isn’t afraid to take a risk and try something, but sales tactic or process he’s tried ever got any traction. His business sort of sputtered along from year to year — one year it’s up 15% the next year down 10%. He wanted me to give him the answer, the one method or trick that was going to … Continue Reading »

Who’s your “teacher”? Who’s your mentor?

When I was a young executive in a corporate job I met a woman named Marylin Dyer Blair. Marylin had a PhD in Industrial Psychology that she had earned in the 70’s. She was barely five-feet tall, with short gray hair—the kind of person that it’s easy to underestimate. But to do so would be a mistake! Marylin had great wisdom and insight into people, communication, and culture. She was a tremendous advisor to me in those days. At that time I had a lot of opinions about—well, everything. But the ones I had (and couldn’t help sharing) about how the business should be run were getting me into … Continue Reading »