How much does a Change Manager and Salesperson have in Common?

“Change management” and “sales strategies” are phrases not often used in the same sentence. They belong to two different professional worlds and it is doubtful that many change management consultants see sales techniques as important to their work. Interestingly though, when looking deeper into the concepts behind successful sales strategies, there are several important lessons that directly relate to an effective change management strategy. The following are four sales concepts that should be added to any change management consultant’s tool kit to improve their effectiveness with their clients: Continue reading

3 Toxic People in the Workplace and How to Manage Them

Toxic people in the workplace are nightmares! They thrive on making your life miserable. Often their behavior is driven from pride and somehow it makes them feel good to treat you poorly. Likely you have seen all these people at some point in your career. Here are a few tips with how to deal with them:

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4 Ways Employees Should Be More Like Consultants

“I can’t tell my boss what I really think. I’d probably get fired.” I hear this lament too often from employees with legitimate concerns carrying potential impacts to the organization’s success. Personally, that thought hasn’t crossed my mind. If it needs to be said, I tend to say it (maybe a little too often). This situation made me realize there are ways that employees should act more like consultants and therefore experience the freedom that comes with it.

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Go Ahead, Have the Meeting, If…

“I can’t have you tying my team up in daily meetings.”

“Why do you need that meeting; we already have another meeting with the same people.”

I can’t tell you how frequently I get questioned on the number of meetings I hold. Inevitably, though, at the end of the project phase, most people agree with my meeting strategy. Meetings are a part of life. Get over it. Don’t be a meeting avoider, and even worse, if you are creating an environment where people are afraid to have meetings, have you thought about the unintended consequences?  Continue reading

It Is All About You, and Here’s Why

I’ve always been curious about people who go on journeys to find themselves. I imagine someone going to a far-off land, being isolated from everything that was once familiar, and connecting with a spiritual side, just like a page out of Eat, Pray, Love. I realized two things: “finding” yourself is important; and you don’t have to travel to do it (although your self-discoveries may be more intense if you do; since I haven’t done it, I wouldn’t know). Here is what “finding” yourself (or self-discovery) does: Continue reading