What To Do Next (2 of 2)

What’s On My Mind The sciency fun from last week continues! ​We talked about Limiting Factors last week. ​Check it out HERE in case you missed it. ​Short summary: all complicated processes have Limiting Factors, and if you solve for that one thing, your entire process will speed up. ​For us, think of Limiting Factors as BD bottlenecks. […]

What To Do Next (1 of 2)

What’s On My Mind Getting sciency again! ​I’ve been thinking a lot about Limiting Factors lately. ​Here’s the broader definition on Wikipedia. ​Limiting factors pop up in all kinds of science from engineering to ecology, business processes to biomechanics. ​The basic idea: ​There’s usually one “by far” slowest thing in a complicated process. ​That one thing becomes the bottleneck. […]

What To Do When You’re Really Busy

What’s On My Mind Super practical this week! (This article ties nicely with the piece I wrote a few weeks ago called Should You Be Busy Or Available? Check it out HERE.) ​It’s too easy to say you can’t invest in relationships when you’re busy. ​Here’s what I’m hearing in the market right now: I’ve been slammed with […]

Advanced Technique: A Simple Calendar Hack To Thrive In COVID Times

What’s On My Mind Taking things up a notch from last week. Got a lot of good feedback on last week’s MDD article! ​The bottom line: in this back-to-back Zoom world, we need to schedule “get work done” time in our calendars. ​I’ve learned this isn’t random. There’s a process that works, and I outlined […]

A Simple Calendar Hack To Thrive In COVID Times

What’s On My Mind A little planning goes a long way. ​The other day, I had a major a-ha moment talking to my friend and fellow author/trainer Cyril Peupion.​ I had always been hung up on the idea of a Perfect Week. Some people call it an Ideal Week. ​Roughly, it’s a plan for every hour […]

The Fastest Way To Breakthrough Results

What’s On My Mind Here’s the most important process to scale across an organization. ​I’m having a blast working with one of my favorite clients on something. ​It’s the most important process to scale across an organization. It creates immediate traction. It solves the riddle of cross-selling.​ It’s the shortest time to commercial success.​ And, clients […]

Fanatical Focus: Heck Yes Or No!

​ What’s On My Mind Last week’s newsletter struck a chord with a lot of readers: Say Yes To Less. ​(You can read it here.) ​So many people replied–they feel overwhelmed. ​Too reactive. ​They want to Say Yes To Less. ​But what should we say Yes to? ​The answer? ​Things that can 10x your investment. ​Think about that […]

Say Yes To Less

What’s On My Mind We just got back from a Wyoming dude ranch vacation.​ We rode. We shot. We two-stepped. ​Check out my wife, daughters, and their boyfriend & girlfriend in front of a ranch house concert one night. What a blast! ​And boy, I needed the break. ​The ranch has spotty wireless and nearly […]

The Fastest Way To Grow Your Book Of Business

What’s On My Mind How can I grow my book of business faster? This is a common question we get across our team, especially in the short, interactive Impact Sessions we lead for clients. ​Impact Sessions are 1 and 2-hour live sessions we do for our clients on specific BD topics, from audiences ranging from […]

How to Say ‘No’ Nicely

I’m so excited to be sharing this video! It will help you help your clients succeed in the wake of the coronavirus crisis. In this video, I interview Craig Budner, the Global Strategic Growth Partner at K&L Gates, and as we both discuss how to deepen relationships and create opportunities during these tough times.

What You Should Do Next to Get Better at Developing New Business

“What should I do next when it comes to business development? What should I focus on next?” These are such common questions that I hear all the time, and there is a really simple method for answering. In this video, I’m going to share my tips about how you can determine where you should be focusing your efforts and how you can act on it.