“Ya Gotta Believe”

In July 1973, the New York Mets were in last place. During an emotional team meeting, pitcher Tug McGraw jumped up and shouted “ya gotta believe!” That became the rallying cry for the team and the fans. It—and some great playing!–took the Mets from last place to the World Series in 1973. With three simple … Continue reading “Ya Gotta Believe”

What If Productivity Does More Harm than Good?

The goals of productivity and efficiency cause such severe problems that I’ve put the bottom line up front: productivity, efficiency and standardization are profit killers. You must reframe them. Reframe productivity and efficiency Use evocative language to describe how your firm delivers life changing impact. Use these descriptions in every conversation with clients. Make this … Continue reading What If Productivity Does More Harm than Good?

Discounts Always Bite You

How many times have you heard or said these comments about discounts? “The firm across town does the same work for a lower rate.” “I can’t afford that much.” “We only do business with companies that give us a discount.” “Get twenty-five percent off the first project!” “We can’t charge that client so much, so … Continue reading Discounts Always Bite You