Principles Before Personalities

Principles Before Personalities

Recently, I responded to a question from a regular reader of the TMC (Tuesday Morning Commentary… what you are reading right now!) He wanted to know my thoughts about adapting to scenarios, and if you should change your standards or personality. My response was...
Pitching Your Proposal

Pitching Your Proposal

If you are a regular to the TMC (Tuesday morning Commentary) you know my perspective and that of our company on proposals. In case you are new… here it is again…. You present the ask / proposal / pitch (whatever terminology you wish to call it) when you have all the...
Always be….

Always be….

Always be closing. ABC! That was the phrase that was drilled into me. Whether you are talking with a new prospect, having a drink after a function, or pitching a proposal, I was taught that the ABC meant “always be closing”. To be successful you had to always be...
Marking Milestones

Marking Milestones

Milestones are important. Big events, especially during times like these, are reason to celebrate. Little events are just as important to celebrate. We all applaud the close of a deal or the success of a program investment. But milestones to celebrate, in my book,...
Effort and Resilience

Effort and Resilience

It is a numbers game. I don’t care how you look at it… it is still a numbers game. You need to get proposals in front of people. The more proposals, the more closes you will have. I told this to a client earlier in the summer. She gets that it is all about...