2/17/09 at 4:59 PM by Bob Taylor Everyone is told they need to set goals. Whether they are for personal or business reasons, the important thing (aside from having goals) is to have a way to track performance against those goals – measuring performance is the only true way to know if improvement has been made. To be meaningful, goals need to be specific, measurable, attainable, relevant…
2/17/09 at 4:58 PM by Jeanette Nyden, J.D. A discussion between two lawyers I recently listed in on reminded me that (usually) hidden motivations are what drive leverage in negotiations, not personality traits of the person you are negotiating with.
Let me elaborate; I put on my Negotiation Coach hat during the discussion I overheard and here is what I noticed – #1 Guy started by asking #2…
2/4/09 at 9:39 PM by Derek Brown In my last blog (What Should Marketing be Doing Anyway?) I introduced the concept of a Client Creation Factory and discussed the three stages of building that factory – understanding the first stage (your Prospect Pipeline) is key to building a productive and healthy factory that yields increased revenues.
Your pipeline is your identified opportunities for future revenue. It’s a…
