Several years ago my partner Sandra Dube and I were the subject of a cover article in Enterprise Virginia magazine. On the cover she and I were pictured inside the sweltering Virginia House Museum holding actual medieval battle swords. It was agony, but that’s a different story for another day….

This past week I had the occasion to share a lunch break with several people on our team at ACUMEN Corporation who just happened to be in the head office that day.  One of the guys, an SAP consultant and project manager, had put in a lot of hours with…

This morning I was following my Sunday ritual of reading the paper and watching CBS Sunday Morning at the same time. While reading a particularly distressing article about political gridlock I happened to hear our partner SAP mentioned by the commentator on the program. That got my attention immediately. Turns…

Every life takes twists and turns. Over the course of a lifetime we might even experience both feast and famine. I guess my opinion is that it’s important to understand how to handle each, and that’s based upon personal experience. I don’t know if you have ever driven by an…

What follows in an excerpt from the book “The Willing to Buy Coach” which I co-authored with my friend and colleague Dan Schultheis who has convinced me of the importance of coaching in many walks of life. Our book, a follow-up to “Willing To Buy; A Questioning Framework for Effective Closing” will hit…

Sometimes I think I’m just destined to learn the hard way. For one thing, I’m a pacer. I seldom sit at my desk for very long. Since, as a manager, I generally have to get my work done through other people I just prefer to be out there with the…

At least once in every career each of us has a defining moment. It could be being fired, promoted to management or simply learning a new trade. In my case it may well have been the moment, more correctly hours and days I spent studying under Stanley M. Herman, coauthor…