Category: People

Escalator

Advice from my parents: Always Negotiate

“I was raised by a professional negotiator and I will be in trouble if we don’t negotiate this offer” is how I usually open a salary negotiation. My parents have always strongly pushed me to negotiate...

Atirum Overlay

Ask simple questions to drive change

Who is our customer? What are we trying to accomplish? How did we get here? What did we learn? I like simple questions about important things. They strip away marketing speak. They force us...

North Carolina Blue Sky

Advice from my mom: “Make them tell you no”

After graduate school I was having a tough time finding a job. I was getting rejected for jobs I thought I was qualified for. Then I came across a fellowship opportunity at the Smithsonian and...

Equation

A simple equation to drive change in your organization

Sales people have a saying PV + BV = CV It means personal value plus business value equals contract value. Contract value equals $$$$. This equation is as effective as driving change as it...

First Tracks

Breaking the rules of facilitating

A facilitator is supposed to be a neutral party who keeps time and make sure people follow the rules of the exercise. I’m a facilitation rule breaker and not ashamed of it. We’re committed to...

Chicago Lights

How to deal with a bad idea

So my friend wanted a dog. I didn’t think it was the best idea since he had a small condo and a job that involved a lot of travel. I knew that saying it...

We

Saying “We” instead of “You”

When I work with clients I always say “we.” It’s not “your” problem, “your” customers, “your” value proposition, what “you” need to do. Instead it’s “our” customers, “our” value proposition what we need to...