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David Zahn

Consultation on Consulting

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Being known or introduced as a consultant often leads to one of two reactions.  The first is people assume I am between jobs or unemployed and then quickly excuse themselves to go refill their drink glass.  The other response is the pursuit of “free advice” under the guise of being curious or making conversation. One […] [Read More]

The Pluses and Minuses of Interns

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This is the time of the year when a corporate version of speed dating occurs. Students pursuing various professional degrees begin looking for career relevant opportunities while at the same time many college-aged students are being wooed by companies seeking temporary assistance.  The pursuit and capture of interns and internships kicks into high gear as […] [Read More]

Saying it so I Hear

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There is nothing more essential to business than being able to communicate the benefits or value of the company, product, or service. Whether that communication is with a bank, a supplier, or a customer; failure to do it properly is often the source of problems, the need to rework or duplicate work, lost sales, or […] [Read More]

Boss and Business

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This Spring includes a tour of a revamped E Street Band backing up Bruce Springsteen (the Boss). For those that are not fans, the band has lost two members due to deaths over the last few years. One of the losses was a “key member” of the band, Clarence Clemons, the saxophone player that Bruce […] [Read More]

Value and Values are not the Same

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The senior sales executive at a client asked to meet with me not too long ago to discuss how to improve his sales force’s execution in the field. His complaint was that his direct reports were not performing at the level required to meet the aggressive quota established by senior management and the board of […] [Read More]

I am in HR – My Role is Compliance

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On a recent flight to the Western States on business, I was joined by a group of women who were heading to Los Angeles for a trip to Disney. Based on their animated and excited conversations, I was not certain if this was a Bachelorette Party or friends that were all taking a childless vacation […] [Read More]
Categories: General

Process of Becoming a Guru

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A recent article posted on the website Open Forum, an American Express site focused on small business issues (http://www.openforum.com/articles/3-keys-to-becoming-an-industry-authority?extlink=em-openf-SBdaily ), there was an article addressing tips and techniques to becoming a known expert or industry authority.  The article was written by James Clear, the Founder of Passive Panda, a consulting firm addressing business strategy and entrepreneurial issues […] [Read More]

What Changed?

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Over the years, I have been struck by how much sales training is delivered – and how often it is sub-optimal. I have spoken with numerous leaders about this fact to confirm my insight. After all of that, I have to ask  two questions that I think really encapsulates many of the discussions I have […] [Read More]

Ego Getting In The Way

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Each week I have the privilege of working with the finest executives, sales people, and business professionals across numerous industries helping them improve their skills across a wide variety of competencies. For years, while my children were growing up, weekends were spent coaching youth sports and helping them develop skills in athletics. Every now and […] [Read More]

When an Employee Leaves

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Over the course of any employee-having business’ lifetime, there are bound to be those times when an employee leaves the company.  Some of the time it is because they are removed from their employment by the employer (fired). In those instances, it is more common for both parties to want to separate from each other […] [Read More]
Categories: General