A Ten-year-old Offers A Lesson In Persuasion

When I studied screenwriting a decade ago, one of the most important concepts I learned was specificity. When writing a story, push hard for the telling detail, said my teacher, the incomparable Nika Rylski. Don’t say it is a late model sedan. Say it is a midnight blue Lexus with a broken right headlight. Don’t tell us…

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True Leaders Aren’t Afraid to Get Naked

The art of being vulnerable Leadership isn’t just about being open to employees’ thoughts and insights and ideas. It’s about giving your employees permission to be open as well. But if leaders don’t open up and show their vulnerability first, it’s highly unlikely employees will take the risk. As a result, leaders won’t get what…

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Forgetting to ask Why

Why do we ask WHY so often when we are growing up, yet ask it so little as we grow older? Perhaps we are no longer curious. Or perhaps we think we know all the answers. Or perhaps we’ll feel stupid. But we risk missing out on a key life lesson if we fall into…

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Are CEOs Using Outdated Leadership Ideas?

[This post appeared yesterday on the APQC blog.] Majority of respondents to an APQC study  say today’s leadership style is outdated CEOs are the racehorses of the business world. They move fast, they’re accustomed to finishing first, and they often wear blinders to avoid distractions and stay focused. And that may be a problem because today’s…

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Do great leaders need to be great storytellers?

The short answer is no. But you do need to be a better storyteller, and here’s why. Increasingly, the spotlight is turning on CEOs and how well they communicate to their employees and the world. Why? A host of reasons, but perhaps the most critical one is how they manage innovation and the organizational change that…

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How to grow your professional services firm – Part 3

Not too long ago, buyers would do their pre-purchase research the old fashioned way – word of mouth and brochures and directories. Not anymore. The internet has completely changed how buyers go about purchasing professional services, and your firm can benefit big time. What today’s actively searching buyers are likely to do is skip the…

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How to grow your professional services firm – Part 2

(And why thought leadership is like barbecue sauce) In Part 1 of this post, I suggested that maybe it was time for marketers to get back to basics. CEOs certainly feel that way, as a survey by the Fournaise Marketing Group revealed:  “CEOs feel marketers have forgotten that technology [system integration, funnels, processes etc.] is…

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How to grow your professional services firm – Part 1

 What do financial advisers, accountants and lawyers have in common? They all want to grow their business, yet have trouble differentiating themselves from the competition.  What can they do to change this picture? In Positioned To Win, written for CA Magazine, co-authors Bob Angel and Hugh Johnston argue that old style marketing strategies don’t work…

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Why is everyone starving for content?

Most of today’s customers begin their buying process by researching online — seeking out content in order to educate themselves. Yet much of the content they find is overly promotional or poorly thought out, even as the need for higher quality content continues to grow. Content was “pretty much considered a commodity three years ago,”…

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