Servant Leadership: new skills to serve others, and why the old ones don’t work
Monday, 4 Jan, 2021
Servant Leadership: new skills to serve others, and why the old ones don’t work

I became enamored of the concept Servant Leadership in the 1980s. Developed by Robert Greenleaf, it’s defined

We Don’t Know How to Hear Each Other: how natural biases distort our conversations
Monday, 14 Dec, 2020
We Don’t Know How to Hear Each Other: how natural biases distort our conversations

During the three years I spent researching and writing a book on closing the gap

Where is the real control in the sales process?
Monday, 23 Nov, 2020
Where is the real control in the sales process?

Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his

Collaborative Decision Making for Successful Implementations
Monday, 21 Sep, 2020
Collaborative Decision Making for Successful Implementations

I’ve read that there are leaders and project managers who prefer not to collaborate, 

The Fallacy of Making Appointments
Monday, 14 Sep, 2020
The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a ‘relationship‘ that will close

The Discipline of Listening
Tuesday, 8 Sep, 2020
The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners