Are You Talking to Yourself?
Today and in the years to come, organizations will have to focus on winning employees back; building trust, respect, and teamwork between people; being receptive to and then acting on the best ideas;...
View ArticleSales tip #19. Managing Expectations is Key
A good precept to follow is to underpromise but overdeliver. Always try to do just a little more than the client expects. This can best be accomplished if you understand how expectations are created....
View ArticleWhat Does Red Tape Cost Your Business?
Think about the time wasted by cumbersome review processes. Individuals with new ideas first have to build a case for their recommendation, preparing a written proposal or presentation for management...
View ArticleIt’s Time to Eliminate Bureaucracies
Bloated bureaucracies crush aspirations, stifle creativity, suppress ingenuity, and slow down responsiveness. Unfortunately, once bureaucracy develops, it is as difficult to control in business as...
View ArticleWhen to Walk Away from a Sale
There are many times when it is appropriate to walk away from a sale. Don’t accept business unless you can handle it properly. Do not sell your services if you are not 100 percent sure that you can...
View ArticleCan You Keep a Secret?
Once you breach a confidence, even of a friend, your relationship is permanently damaged. No matter how much you apologize or how often you assure them that it won’t happen again, there will always be...
View ArticleLosing Trust: The Warning Signs
The destruction of trust does not happen without warning: A friend who was always there when needed begins to return calls sporadically; spouses stop confiding in each other; a company communicates...
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The Employee Commitment Cube
What’s the Temperature of Your Workforce? The stages of employee satisfaction, ranging from commitment to apathy, are as follows: Committed. Every organization wants to strive for committed employees....
View Article9 Rules For a Great Recognition Program
As a general rule of thumb, recognition programs should meet the following criteria: Be simple enough that everyone understands how, why, and when people will be rewarded. I’m always amused to hear...
View ArticleChange . . . Why Bother?
The major reasons, in addition to inertia, for resisting change are: Procrastination: We all have a tendency to postpone the difficult or uncomfortable. Unless you create a sense of urgency, there’s...
View ArticleFallacies About Change
“The best way to address tomorrow’s problems is to see how they’ve been handled in the past.” People like to define future events based on history. The problem with that approach is that the future...
View ArticleSales tip #24. Sorry
Never be ashamed to admit fault. Poor service is all too commonplace, but that does not make it acceptable. Customers deserve an apology every time they receive less than adequate service. For example,...
View ArticleSales tip #20. Too Close to the Forest
Because we have a thorough understanding of our products, we often forget that our customers don’t. We forget the problems we faced when we first began using the products. Be careful to explain things...
View Article13 Ways to Destroy Creativity and Innovation
1. Keeping people in the dark “It’s just not right. I can’t tell you why, but I just don’t like it.” “I know exactly what I want, but can’t explain it. When I see it, though, I’ll tell you.” 2....
View ArticleThe Destructive Force of Fear
One of the most destructive forces in a company is caused by fear. Just as pollution damages the environment, fear is toxic to companies. Fear destroys creativity, shatters loyalty, and discourages...
View ArticleSame Old, Same Old
Many people find routines irritating because they stifle creativity and create inflexibility, but they can also be time-saving devices that minimize mistakes. For example, doctors use diagnostic...
View ArticleRewarding Today’s New Breed of Employee
For today’s employee, being part of something special and making a difference in the world, is much more important than the rewards sought by yesterday’s “me” generation. The new breed of employee...
View ArticleWho Cares About Customers?
Clients must not be viewed as isolated transactions but rather as the potential lifelong relationship that they represent. Every client deserves to be treated as your organization’s only client....
View ArticleIt’s Time to Get Focused
Everyone talks about sticking to their knitting, but many companies don’t know what their knitting is. According to a Fortune magazine article, “Focus means figuring out, and building on, what the...
View ArticleDo You Work in Fear?
Employees cannot do their best work when they are worried about their future, are discouraged from thinking for themselves, aren’t respected for their recommendations, don’t feel in control of their...
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