Description: This article addresses targeting the right audience for your product or service.

Description: This paper is on the fear of rejection when prospecting, which is one of the biggest obstacles for consultants when it comes to developing business and getting clients.

Description: Full version of The Independent Consultant Newsletter, June 2006, Issue No. 11.

Description: To persuade successfully and non-manipulatively, it’s important to understand five key principles of influence. In this four-part series, I’ll be covering these five principles that are based on human psychology and behavior. Let’s look at the first two now.

Description: Full version of The Stepping Stone Newsletter, July 2004, Issue No. 15.

Description: On a scale of one to 10 (with 10 being the highest), how would you rank your level of passion for what you do? My sense is that for many actuaries, this number would be a five or lower. For most, it’s not a job that causes them to jump out of bed and rush to work each morning. This impression first hit me like a ton of bricks over a decade ago, while attending an SOA meeting. At the general session, the speaker asked the audience (numbering easily over 1,000) to raise their hands if they wanted their children to follow in their footsteps. Probably less than 20 people raised their hands! What a statement as to how many actuaries view their careers. From The Stepping Stone, July 2005, Issue No. 19.

Description: Full version of The Stepping Stone Newsletter, January 2006, Issue No. 21.

Description: This 2 page paper is an article from The Stepping Stone, July 2006, issue No. 23. Whether it's attaining success in getting that promotion, masterfully leading your organization or acquiring clients, I've found there are five factors that will all but guarantee your success. In this article, I want to give you an overview of each area with respect to the outcome your working on achieving.

Description: This article provides steps to clarify conversations to ensure greater success, fulfillment and satisfying business relationships.

Description: This article will be looking at key leadership principles which help in understanding how someone responds at different levels of tension. The article identifies the five levels of tension and the accompanying physical, tonal and verbal cues. These principles are from the ChangeWorks and MasterStream systems developed by T. Falcon Napier.