Month: May 2016

Who’s Making the Decision?

We’ve all been there.  We’ve just presented a great argument – we are all on the same page. And then we hear it: “This makes sense. I just need to discuss this with __________ So, it’s ok that they discuss it, it’s just, if you’d known, you would have taken a different tack. Fortunately, from …

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Be understated for influence

You’ve got numbers to make and the deadline is fast approaching. Pressure builds and what started as a desire for outcomes starts to become a hint of desperation.  You start to push and tell, you start to become needy and, well, desperate.  Your client can sense it – and they pull right back.  In a …

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