Selling and Star Trek – Next Generation

Selling and Star Trek – Next Generation

I grew up watching the original Star Trek series with William Shatner as Captain Kirk.  Kirk, always a crowd pleaser, would get himself into all types of galactic challenges, facing countless objections, and yet, by the end of the show, have saved himself, his crew,...

Little Things, Part 4

Giving grows communities. It also grows business. We’ve talked about giving time. Giving resources is also a great habit to acquire. In my darkest financial days, my then new bride Elizabeth encouraged me to be more generous with our financial resources. It was...

Little Things: Part 5

Here’s another important little thing – do the excellent work promptly. While you may have many things on your desk, your client may not be able to take the next step until you’ve completed your work. Help the client move to the next project or deal. The more...

Little Things: Part 3

Service develops business. Because of my history of political involvement, potential candidates sometimes call me to ask for advice about running for office. One of the first questions I ask is, “How have you been serving until now?” A person with a true...

Little Things: Part 2

Once you’re in the game, the coach will tell you to keep your head in the game. What does that mean in terms of business development? It means staying informed. In a community-based practice, that means reading the local newspapers (including the kind that are...

Little Things: Part 1

One of the points that I make frequently when discussing business development is that everyone can do it. That’s because doing small things consistently and with discipline produces success. This series will focus on small things that every person can do to build...