By Scott Turnbaugh Too many interview processes rely on being in a conference room or an office. Once someone is a real prospect, take them on a half-day ride along with one of your high performers. Here are three ways… Read More
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The World’s Most Powerful Sales Tool
I was meeting with a client to review the subcontract template I had been asked to prepare. Clients often tell me that they want to be protected, but that they also want the contract to be fair to both sides…. Read More
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What Do You Believe About Sales?
While many variables go into making a successful sales program, it’s fair to say that significant responsibility for the program’s success rests on the shoulders of those who have direct contact with the organization’s prospects. But whether that is the… Read More
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A Contract Challenge for You
Certain clauses are almost always found near the tail end of the contract – after everyone is tired of reading. They blend into the boilerplate, come after the scope of work and contract price and barely register with even experienced… Read More
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Are You Just Applying Lipstick on a Pig? A Business Lesson from a Football Coach
I was on my way to a meeting listening to ESPN’s Colin Cowherd interviewing Ohio State football coach, Urban Meyer. Cowherd was asking about the rule change, proposed by some Division I coaches, to limit or even prohibit the so-called… Read More
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If You Want to Grow, Do Nothing
Close your eyes and picture someone you know well, perhaps your mother or your spouse. I’m betting you had the picture in an instant and that you could see every detail. Now, try and describe that person using words, as… Read More
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Presentations That Inspire Action
Rarely do people show up to hear a lawyer speak and leave not only having learned something, but feeling motivated. In each of his presentations, Eliot combines intricate knowledge of his subject with a lively approach, bottom line business philosophy… Read More
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Do Your Contracts have a Grip on Reality?
Recently, I drafted a contract with which neither party is ever going to comply. In fact, after the parties sign it, it will be placed in a drawer, never to see the light of day. The contract hinged, in part,… Read More