Words
The Sunday Dispatches archive...
That won’t work.
“That won’t work. It’s more complicated than that.” I’ve heard this statement a lot in my time. And for the person speaking, it’s their reality. Their truth. Not the truth. Next time that happens, don’t try to "handle it", don’t persuade. Acknowledge
Tensions in your team mean something important.
Tensions in your team mean something important. Something valuable is at stake. And it doesn't come with bad intentions. It comes with a desire to achieve higher performance. But tensions can become toxic too. Left unresolved, they can quietly do damage. * People retreat. * Energy leaks. * Turf wars. 3
Sales aversion syndrome.
Sales aversion syndrome. And the knowing-doing gap. A friend said sales skills take time to develop. My response - or alternatively no time at all 😀 The skills are easy-ish. The strategies are simple-ish The emotional resistance is hard. Overcoming sales aversion starts with believing in your mission, your
The Weekly Reframe #12
3 things that made me think differently and why they matter. 1/ Notice Yesterday was Valentine's Day. The price of flowers, especially red roses 🌹, can be 100% higher on 'the day' than off-peak in March. Some call it supply and demand. True, but incomplete. Prices
How much utilisation are you prepared to forfeit to invest in growth?
How much utilisation are you prepared to forfeit to invest in growth? Not the coaching investment (although that's important). The earning potential lost from delivery because you prioritised business development. You can't spend a team's time twice. So that investment means making a choice.
Exceptional results.
How do you get exceptional results? 0:00 /0:20 1× That’s a question natural curiosity begs. If you’re wanting to become a high achiever. Or you can just walk on by. Not really noticing at all. How does an athlete finish first? How does a top chef
The Weekly Reframe #11
All change. 1/ I'm now hosting my work on the Ghost platform. The complete archive of my words over the last 10 years is now at www.clives.work 2/ You'll notice this brief comes from a different email i@read.clives.work - you may want
If you run a consulting firm, “Jack of all trades” is killing sales.
If you run a consulting firm, “Jack of all trades” is killing sales. Look, if you’re building a house, you don’t ask the architect to do the brickwork. You don’t ask the plumber to be project manager. You hire the right trade for the job. Clients think
Customer research
Just had to repost this - it’s a gem. Consultants take note. Read between the lines. Everything you need to know about customer research excellence is here. Do this and deeply understand the situation - before anything else. Why BYO Cups Don’t Work June 2021 “We’ll design a reusable