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Selling work

November 4, 2010
Leadership Advisory

…is so hard.

…and it’s not my responsibility.

Believe it or not, that’s the push back managing partners are getting from partners and directors regarding business development.

Resistance like this has more to do with attitude than it does capability.  The unwillingness to call on existing or prospective clients and engage in a discussion around their business needs and objectives usually has a lot to do with low sociability, low assertiveness or lack of client focus.

The partners who sell work best are those who are motivated and energized by helping their clients succeed.  Focusing on the client helps overcome debilitating self-consciousness.

Being In Control…

...demands self-control The meeting ran late, the taxi took twice the time estimated to arrive leaving 15 minutes to clear security and board my flight.  To my good fortune, there is no line and the security agent is waiting.  This was going to work and hope of making...

Desperation Diminishes

"Desperation is like stealing from the Mafia: you stand a good chance of attracting the wrong attention." Douglas Horton Many capable professionals disqualify themselves from positions of leadership because they appear desperate.  One of my mentors explained that...

Realistic or just stuck?

Pragmatism is basically considered a virtue in the world of accounting, finance and consulting. But there is a risk of being too realistic and over-relying on how you've always done things. My son, who works for a financial firm, shared his recent experience.  A group...