Negotiations can be a game of Wear ‘em Down. Everyone keeping their cards close, bluffing and posturing, acting strong whilst feeling weak. Dealing in time pressure, looking for options, chasing... Read more
One of the great things about building a team is that you don’t have to do everything yourself. Assuming you hire well, you’re surrounded by capable and motivated people looking... Read more
When the music slows … when the phone rings quieter, when costs grow faster than income, when good people turn out to be not so good after all … it’s... Read more
For some of us, the finish line is a fantasy. It’s a smudge we glance at as we move on to the next thing. If we ever stop and look... Read more
The majority in the fat part of the bell curve, who do most of the buying in most of the customers, don’t get motivated by being asked to fill in... Read more