Strategic Leadership

Build new business with established customers

January 12, 2022
It’s natural that most salespeople spend a good deal of time pursuing new prospects. But if you limit your prospecting to potential new customers, you bypass a rich vein of potential new business: your current accounts. Here are some tips on building new business with current customers.

Dancing delicately with the media

January 12, 2022
Although the press and the public certainly won’t want to hear the “that matter is currently under review” line, it is often the safest and most honest thing you can say. But honesty will only get you so far with reporters, who may try to trip you up with the following ploys.

There’s inspiration in futility!

December 23, 2021
Author Hugh McLeod has some wisdom to share with employees who might be deterred by supposedly futile business endeavors.

Indulge the futurist in you

December 8, 2021
Ari Wallach, founder and CEO of Synthesis Corp and self-declared futurist, believes that what he calls short-termism—the inability to look much beyond our present moment—is killing us.

Change is hard because it should be

December 8, 2021
Change is difficult because it involves reprogramming our brains, writes Dr. Joe Dispenza.

Were they leadership fads… or real wisdom?

December 8, 2021
It’s easy to look back on certain business buzzwords and mock them from a distance of years. But just because a trend is no longer embraced doesn’t mean it didn’t have real worth, and perhaps still does today.

Andre Agassi’s harmony of pain

November 10, 2021
In his autobiography, tennis legend Andre Agassi describes a moment of rare harmony with his 2006 U.S. Open opponent while they were both physically broken and awaiting the arrival of paramedics.

Good change is tough, too. How to deal with it

November 10, 2021
There’s a lot of advice out there about how to deal with change. And rightly so—change is one of life’s most inevitable challenges. It’s also one of the most anxiety-producing; there can be so many unknowns. Even something perceived as positive change can carry with it a significant amount of, well, dread.

Is your gut instinct the best decider of all?

November 10, 2021
A pitcher stares in at his catcher and decides to wave off a sign for a breaking ball. The catcher is working from his knowledge of the batter’s tendencies… but the pitcher is going from his gut. That’s NDM: naturalistic decision-making. In his book Range, David Epstein explores why it’s a double-edged sword.

Someone please reinvent the job ad!

September 8, 2021
As someone who’s made generous rounds of job-seeking and interviewing over a career, I can just about recite the text of most job postings. Let me guess… you’re looking for a dynamic candidate for your fast-paced environment that’s offering a competitive salary?