One of the final elements of the cold calling preparation process is to make sure that you have meaningful and stimulating supporting materials for those times when the prospect does not have the time to speak with you and asks you to send “something.” This too is a great opportunity. Since we all learn differently, [...]
Archive for the ‘Visioning’ category
Cold Calling Step 3: Creating the Presentation Script
July 14, 2010When it comes to cold calling, there is tremendous value in organizing one’s thoughts in advance. Doing so in writing has significant advantages including (1) being better prepared as to what you wish to convey, (2) thinking you are better prepared which translates into being able to speak with greater confidence, (3) establishing a baseline [...]
What to Evaluate When Hiring Executives
June 16, 2010There are certain items that are prerequisites when hiring an executive. Ideally, the candidate should be either knowledgeable in the industry or the skills that are required by the organization to fulfill its mission. Typically, when I enter the hiring process, the candidates have been vetted in these areas. What I look for are the [...]
You can be efficient with things but you can only be effective with people
May 2, 2010I really love my clients…they are all so eclectic and so varied. They have a unique way of thinking and my role as their guide is always interesting, stimulating and challenging. This past week presented an unusual opportunity and I wanted to share it with you. It reminded me of one of my favorite management [...]
Trends that You Should Worry About…
January 1, 2010Lately, I have been “heads down” more than ever working with companies on redefining their strategies. In these conversations, I am often asked what surprises me the most. Here are a few observations. The biggest surprise to me has been the pace at which whole industries have begun to disappear. As fast as one charts [...]
The Real Risk in Risk Management
November 25, 2009It’s not uncommon to find businesses all over this country talking about the impact the current economic environment is having on their operations. Just yesterday, I was speaking with my good friend, John Fodera. John is a partner in Eisner, LLP’s audit and risk management services group. He spends his days discovering how to reduce [...]
The Changing Face of Marketing and What It Means to Your Company
September 6, 2009The message has always been the brand and the brand has always been the message. Marketing and marketing communications have traditionally been about what is conveyed to the public and to a company’s employees but the changing face of customer service may be altering the way we think of this important role. As more and [...]
