You Can’t Lead If You Can’t Follow
Monday, 21 Oct, 2019
You Can’t Lead If You Can’t Follow

A friend of mine delivers leadership training in police departments. On the first morning, he has the partners dance with each other, taking turns for an hour at a time as leader and follower. As most of them are men, they start off very

Buying Patterns: what are they, and how to influence them
Monday, 14 Oct, 2019
Buying Patterns: what are they, and how to influence them

I coined the term Buying Patterns decades ago to

Do We Really Need Proposals?
Monday, 30 Sep, 2019
Do We Really Need Proposals?

Writing a proposal is an accepted norm in many industries: as a vendor, you receive an RFP, or get a call from a client site to bid on a

The Cost of Misunderstanding: why leaders must take responsibility for mistakes
Monday, 23 Sep, 2019
The Cost of Misunderstanding: why leaders must take responsibility for mistakes

Working with a partner in Amsterdam recently, I was one of a

Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 5 Aug, 2019
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub.

How Aspies Think, Why We Do Weird Stuff, and Why We’re Important
Monday, 15 Jul, 2019
How Aspies Think, Why We Do Weird Stuff, and Why We’re Important

Imagine being in a strange country where you don’t