A Case Study One of the problems I often find myself helping clients with is how ineffectively they are spending their time in their business or practice. My clients tell me that I’m pretty good at catching them in the act of working hard, but doing the wrong work. It’s a coaching task: pointing out…
At the risk of telling too many fishing stories—especially since I’d be the first to admit that I’m not much of a fisherman—there’s a story that has been around for years that I wanted to share with you this week. It’s about the grandfather who decides one afternoon to take his grandson fishing on the
Troy is the National Account Representative for a company that provides and maintains Point of Sale (POS) software. His job is to generate long-term service contracts throughout the United States in chain stores utilizing his company’s systems. Troy is constantly making calls, but he only earned $50,000 last year. In the current economy, he is
I couldn’t help thinking of Charles Dickens’s A Christmas Carol this week. Ebenezer Scrooge would have died a lonely, miserable man with no one to say a kind word on his behalf…if something unexpected hadn’t happened. In his case, that something unexpected was a ghostly encounter with his past, his present, and his future. Every
Jenny actually needs your services. You know she does and, more importantly, she knows she does. But when you suggest that you get your work started, she says “let me think about it.” You graciously give her time, but she doesn’t call you again. Then, when you finally do call her, you find out that
In the E-Myth Revisited, Michael Gerber talks about the fat man and the slim man, both of whom reside in the same body. While the slim man is in charge, that body is exercising and eating right and doing healthy things. But one cold and rainy morning, when the body gets up to do its
