There's a quote I absolutely love, from Malcolm Forbes (of Forbes magazine fame, amongst other things).

"The smart ones ask when they don’t know. And, sometimes, when they do"

Sometimes it's easy to assume that the person asking questions is the non-expert. What I've seen more often that...

What was the very first thing you did when you started work this morning?

Not coffee, or the conversation you had, but the moment you thought to yourself, "Now I've started..."

Did it involve opening your inbox?

I think that's a huge mistake.

Don't get me wrong, it's hard not to. I often walk...

A few years ago I was given this golden rule of thumb when meeting business principals.

If we meet in their office and I get the tour, things are good. If we meet at a local cafe, not so much.

It's a great yardstick and it works every time. Try it if you have business clients.

There are a number...

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Want a next...

I've had one of those weeks where the same damned thing kept happening.

First time, I was in a session working on a service/ pricing model build with a team of brokers. Each and every time we got to the activity part of the session, everyone would jump up from their seats ready to start work...

I’ve got a big question, and it needs answering.

See, this is one of those articles where I’m trying work my way through one of those, “Why the hell do we all do it this way anyway?” type conundrums.

And before anyone replies throwing FOFA or contractual law in my...

If part of the value of your advice lies in having an objective third party look at things without the emotion, and you don’t follow that advice yourself, why should your clients?

At a recent workshop, in front of a room of the kind of smart advisers you’d refer your friend to see, I...

Charles Revson, one of the founders of Revlon, knew the difference between marketing and sales, and nailed it in one sentence.

“In the factory we make cosmetics, in the store we sell hope.”

When you’re selling, you can engage with someone and tweak your proposition to take into...