It’s one of the hardest parts of selling—that knife edge space where company revenue stream meets interior personal psychology. It is business, and it is personal. Most solutions share one problem; they are narcissistic, leading the salesperson to believe it’s all about them. But it’s not all about you. And the sooner you build that […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events in New York, NY; Fargo, ND and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. ——————————————- Tues. Mar. 15th New York, NY Charles H. Green Charlie will be speaking in […]
The Epicurean Dealmaker is the nom de plume of an investment banker who has written a blog by that name since January 2007. TED (as I’ll refer to him henceforth) recently achieved a measure of fame, or at least notoriety, by being interviewed and quoted in a New Yorker article calmly but deeply critical of […]
Welcome to the February ebook, Volume 8 of the Trust Reader. We use the Trust Reader series to announce the publication of new articles on the Trusted Advisor website. This month’s issue is made up of three articles which share one broad theme: the need for greater transparency and relationships with various stakeholders in the […]
Join us at one or more upcoming Trusted Advisor Associates events. This Spring, we’ll be hosting and participating in events including Bethesda, MD; Fargo, ND and through globally accessed webinars. Also, a word about the Trusted Advisor Mastery Program. —————————— Tues. Feb. 22nd Bethesda, MD Charles H. Green Charlie will be the luncheon speaker, hosted […]
You may be thinking, “Wait—why would I ever want to refer a customer, potential or otherwise, to a competitor?” Good—this article’s for you. In fact, there are two such situations. One won’t surprise you. The other is even more obvious—but even easier to miss. Why We Don’t Give Referrals to Competitors It’s not as dumb […]
Email is being replaced by Twitter and Facebook. Or, maybe it’s not. But what do you call it when a Twitterer follows 3,000 people, has 2,800 followers—and has yet to write a single tweet? Are they ‘friends’? I suggest it has something in common with both spam and graffiti, and requires a new word–‘spamfitti.” This […]
Yesterday, in Part 1 of 2 of this blogpost, I noted that Capitalism 1.X is under attack for its very legitimacy. One approach to fixing the problem is to change the dogma and the ideology—what I called the approach of Capitalism 2.0. An approach like this is taken in two new writings by major strategic […]
PART 1 of 2 When Lou Gerstner took over IBM at a time of corporate crisis, he was asked if he would chart a radically new direction for the firm. His memorable response was, “The last thing IBM needs right now is a vision.” For the past several decades, business has had a vision; one […]
It’s late January. That means the business media are full of two events: the Davos World Economic Forum, and the Edelman Trust Barometer (announced at Davos, of course). This is the 11th year of the Trust Barometer, which means it’s a measurement that increasingly permits study over time. It’s a rich source of information and […]