Completing delegated tasks, and achieving assigned goals, in accordance with expected behaviors defines acceptable performance by a competent employee. But when that person digs deeper, investing extra time and energy to make something better for a customer or the business, we recognize this as discretionary effort that reveals exceptional performance. If improving results is the prime directive for leadership, then a leader’s competency largely depends on the ability to influence and inspire people to risk …

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There are always problems – a parade of challenges that command your attention. Systems are down, people or organizations are working against you, or there’s a compelling difficulty that needs resolution. There are always opportunities – innovative ideas or new relationships waiting to be embraced. These are chances to create value, to share or give, to move faster, or to make something better. And there are always limits – limited time, energy, money and other …

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First impressions still matter. These days, the chance to make a positive first impression is more likely to occur via a virtual connection than by a masked conversation in an elevator. But the necessity of building rapport and trust during these early moments of connection remains essential for development of a productive business relationship. The metaphorical elevator is a useless place to pitch yourself or your idea – no one buys from someone on an elevator. But …

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