The Thrill of the Deal

In the last several months, I’ve written a couple of posts about our newest consultant, BJ McKay.  Here’s another one. BJ started with us last November and has been in full throttle learning mode ever since. He went through PI® boot camp and did his first Predictive Index Management Workshop™ last month to rave reviews. ...
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Diets and Calories in Strategic Communications

Business leaders can’t communicate enough to their senior leadership detailing their strategic planning implementation efforts.  When we do communicate, the message that’s conveyed can have three different distinct tones:  Optimistic, Pessimistic or Realistic.  Each can be seen to deliver costly or beneficial calories that drive or don’t drive the performance of your people. I’ve seen, ...
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Blast from the Past

I got a very nice email from an old friend yesterday that served to elevate my own level of work satisfaction.  The note was from Stephen Rogers, a former consultant of PI South Africa and one of the people who made my trip there (now 5 years ago) so pleasurable.  Stephen and the rest of ...
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Life Lessons

While ADVISA was founded in 1986, we operated out of virtual offices (a 2nd floor room at our house in Louisville and another in our basement in Carmel) until 1999.  At that point, we moved into our first office space.  We bought, renovated and moved into our current building on Range Line Road in Carmel ...
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The Birth of a Consultant

BJ McKay joined us about five months ago.  We were excited to have him and had a plan for his integration into the business.  It wasn’t long before the plan changed. Initially, we thought we’d have him serve some of our smaller clients in a service role while he gradually learned our business.  It soon ...
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Escalating Demands from Customers

I think the most common of the litany of concerns / complaints I hear from employees when delivering supervisor training programs, executive team building sessions or speeches on improving employee morale is that it’s impossible to keep up with the escalating demands from customers.  Duh. That’s something that should, by now, be a fait accompli ...
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Getting Better

Each time we do anything, we should critically evaluate what we did in order to think about how whatever it was could be done better next time.  Whether it’s launching a new program, sales team training, having a difficult conversation with an employee – in short any of our daily management / leadership activities – ...
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Is the Economic Spring Coming?

We had our worst year in our 23-year history in 2009.  We were down 18%.  It may surprise you, but we felt pretty good about that.  It seems we outperformed most of our peers and we’ve prepared ourselves to blossom when the economic spring arrives. Our organizational planning process allowed us to survive the long ...
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