Tips of the Week

1. Read the latest issue of your industry magazine...or one of the more upbeat general business magazines like Entrepreneur. You'll see what others are doing, accomplishing and where you might find opportunity for yourself or clients
and prospects.

2. Exercise.  For some this helps get the "juices flowing."

3. Do overdue admin work.  Organizing files, your office, your schedule.

4. Write an article for a magazine...see where that takes you and your mind/motivation.

5. Go through your "to do" list and see what turns you on.

6. Go for a walk.
7. Listen to Motivational CDs
8. Compose a letter to the most important/special person in your industry that you have always wanted to meet.



1. "Here's how we might do it."  This is good when you are not sure of the fit and are looking to test the waters without taking a stand.  Or when you want the client to "try" vs. "commit."
2. "I would bet my reputation on this approach."  This one takes a strong stand and makes it difficult to shoot down.  Use this sparingly and only when you really mean it.

3. "Here's what I have seen work elsewhere...what can we learn from this?"  This one makes the statement that this is not a wild new idea yet opens the door for communication.

Tip: Next time you are going to suggest, present or recommend something...think about that opening line. Be creative.  Have the objective in mind.

My client is very thoughtful and usually makes the right decisions... but it takes them forever. How can I get them to move more quickly?

Assuming the client is "on board" with your actions/ recommendations, it is important to show the client either what they will make or lose as a result of a delayed decision. Some managers try to get everyone on board before making a decision. Not bad, maybe essential... but critical to any decision is "when" and there are a variety of techniques to set that time.

Here's one:  Start by arbitrarily selecting a time (vs. asking staff to choose one) and see what the reaction is e.g., Do you think we can get this in place by April 1st? If there is no objection, start using that date in all communications and in particular in financialanalyses and projections.



Note: If you can actually change the decision-making process to one that will be most effective for everyone involved. It is amazing to see how many ideas/ recommendations die an "unnatural death" because of delays, committees, and lack of leadership (support) at the top.

Tip: Send a memo to the top project executive showing how much 
money is made or saved per month/week/day by making a timely decision. There’s nothing like bottom-line implications to motivate people to move.