Is your company “selling” the way your ideal target client wants to buy from you? If you are selling a high value added service to someone who views it as a commodity, you’ll pass like two ships in the night. SmartRev provides a handy tool called Bell Curve 2.0.

Chapter 11 of SmartRev emphasizes that prospects who are early adopters (on the left of the chart) will pay for your Thought Leadership, while late adopters (on the right) are seeking a commodity transaction and will not see the value of your offering. Do not try to sell to people who are not in your area of this chart, you will waste a lot of time and get very discouraged.

Would a chief of staff role make sense in your company? A current client has been exploring options for reducing the chaos in the executives suite and has started exploring how a supercharged executive assistant could materially impact the business. If you feel this chaos in your life or in your leadership team, check out these guidelines from McKinsey and co.

And on a personal note

Cambridge, MA trip – Scaling Up coach training was held at Harvard University the weekend of August 23rd. Mo Fathelbab opened my eyes to the power of dispute resolutions as an art form, and I’m planning on getting more involved in his organization International Facilitators Organization. We also extended the trip to visit an old friend in Woodstock, VT, what a fun, beautiful place to live.

If any of this resonates, feel free to reach out.