The Vistage Issue Processing Framework – A New Sales Tool

I recently joined a local Vistage group run by Steve Johandes. Vistage is a peer-to-peer membership organization for CEOs, business owners, and executives of small- to mid-size businesses. Vistage has a powerful issue processing framework that I really enjoy. It’s effective at getting to the root issue of a problem that someone is facing, and it […]

Great Consultants Provide Great Options: Active Problem Solving in Three Steps

Problems in life are often fuzzy; thus, finding solutions is also fuzzy. One response is to turn to a peer and say, “Tell me what to do”—a passive approach. But great consultants understand the problem, turn to their clients and say, “Here are some options and a recommendation”—an active approach.