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Latest Blog Posts

Dirty Word #16 – Compassion

A friend of mine passed on a story that in one short week has made it from a chance encounter on the streets of Chicago to the nightly news.  In the meantime, it's raised more than $10,000 for a homeless man.  The story, written by Pete Kadens on the site...

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The Real Deal

In my last post, I talked about the power of sincerity - authentic interest - (and the emptiness of faking it). A while back, I ran into a client who happened to know a long-time friend of mine. When I mentioned that I thought we had this friend in common, Gus (my...

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Dirty Word #15 – Sincerity

A lot of my team's work has to do with shaping and growing top-notch relationships with crucial clients, staff members, and colleagues. That sounds simple, but it's amazing how many ways it can go wrong. Take a key client relationship: you've honestly taken it for...

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Playground Lessons

I was traveling last week. Before crashing in my hotel one night, I called home to check in with my family. My 10-year-old son got on the line and we had what began as a typical conversation. "What happened at school today?" (I've learned not to ask "How was school?"...

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The (Internal) Practice

I received an article in the mail from one of my clients last week. It's written by a Brian Martin, general counsel at a technology firm and poses a question that I've heard repeatedly from leaders of in-house professionals (legal, HR, IT, accounting) over the past...

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Dirty Word Reprise – Thanks

Some time ago, I wrote about the amazing power of gratitude - how it's an inexpensive and priceless way to connect to and motivate people.  Today, I got to be on the receiving end... I got a call today from a client.  I've had the privilege of working with him over...

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I dare you…

In the past few weeks, I've had the chance to interview a bunch of smart, young professionals about what it takes to be a "manager of choice." Most of us can't choose our manager. (Neither can they.) But there is plenty of research that says that a large proportion of...

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When perfection weighs too much

OK, one last Super Bowl thing (I promise). Much has been written and blabbed about the heavy weight of history on the backs of the wildly talented and incredibly successful Patriots. You don't go 18-1 without doing a lot of things right. It's possible that the whole...

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It just goes to show you…

OK, first an important point of context: when I was about six years old, I got an autographed picture of Pete Gogolak. For any of you who don't know him (that would be most of you!), he was the place kicker for New York Giants during their particularly dismal years in...

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Why (most) people hate account planning

It's near the beginning of a year, so a lot of people in revenue-generating roles will be going through the exercise of account planning. I've been part of more of these sessions than I can count over the past 15 years. Many things have changed, but one thing stays...

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