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Winning the RFP business: a case study
Tuesday, 22 Apr, 2014
Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to woo and wow the prospects read more . . .

Do you want to make a sale? or an appointment?
Monday, 10 Feb, 2014
Do you want to make a sale? or an appointment?

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%…

The Heart of Business
Monday, 5 Aug, 2013
The Heart of Business

For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. There seem to be different names for it these days: the heart of business, corporate social responsibility, conscious capitalism, patient capitalism, bringing the heart to work. What it means, underneath all of the words, is that we recognize that we have a responsibility to care about each other, and the earth, and run our businesses in a way that end up with a net plus — not just increased profit.

What, exactly, are the skills we need to help make a difference, to help people choose to do ‘the right thing’? I’m going to offer some new thinking that’s in line with my biases.

Make your brain better – the fun way
Thursday, 23 Sep, 2010
Make your brain better – the fun way

Richard Trafton and Diane Marentette have written a useful, engaging, and well-written book to help us all be better leaders. A New Brain for Business is a gentle, smart book filled with really good ideas about how to change to be the best you can be, using your natural brain propensities.
One of my favorite things […]

What is the new normal? Are you prepared?
Friday, 23 Jul, 2010
What is the new normal? Are you prepared?

This week I was inspired by my friend Scott Allen’s post on the AmEx OPEN Forum called: Is your business ready for the new normal?
His excellent article got my attention right at the beginning:
As the economy begins to rebound, are you wondering when things will get back to normal for your business?
If you believe the prognosticators and […]

Without a telescope, the world looks flat
Tuesday, 22 Jun, 2010
Without a telescope, the world looks flat

For decades, folks who discovered Buying Facilitation™ were delighted. Finally, these visionaries said, a way to help those behind-the-scenes decisions get made in our favor instead of just sitting and waiting for buyers to come back and buy! One man, a VP of Sales at Merrill Lynch, shouted, “I KNEW IT I KNEW IT! I KNEW SOMETHING […]