BLOG

Volume 13, Issue 4 Written by Chris Zinski If you want to impress CEOs and other top executives, make it your mission to read and understand a company's financial statements. If done well, you will have them glued to your every word and impressed by your insightful...

Volume 13, Issue 3 During my career, I've trained and coached thousands of professionals. I've also done an enormous amount of introspection and work on understanding myself. Both undertakings have provided me great insight into how and why we change, and why we don't...

Volume 13, Issue 2 The most progressive professional service firms are starting to realize the incredible power of a relationship driven culture. They want to transform their culture into one that is more business development oriented because they know doing so leads...

Volume 12, Issue 9 My friend, Mark Thienes, is writing a book called Gapology: How Winning Leaders Close Performance Gaps. His basic premise is that all failures in performance are derived from one of three gaps. He describes those three gaps as knowledge gaps,...

Volume 12, Issue 8 I've worked with thousands of professionals during my nearly two decades in this business. From this experience, I've noticed there is a huge gap between how rainmakers follow through with people in their network and the average professional....

Volume 12, Issue 7 I'm finding many more clients who want to get serious about their rainmaking and relationship building. In many cases, their firms are repeatedly urging them to "build relationships." However, most firms aren't giving their partners and associates...

Volume 12, Issue 6 "Your best is yet to come." How many times have we heard that phrase? Probably not often enough. Have you ever internalized it? Do you really believe your best is yet to come? Too often our clients don't believe it about themselves or their firms....

Volume 12, Issue 5 I've been thinking about joining the twenty first century and start Twittering but I'd like your feedback. Through the years, I've gathered over 200 pages of thoughts, ideas and insights in a business journal that have never made it into either of...

Volume 12, Issue 4 I once worked with a client who was raised in a military family, an experience that greatly influenced how he interacted with people. Not surprisingly, he was very mission focused: Tell him the objective of his mission, and he'd do anything to...