RESEARCH CAN IMPART 20/30 VISION
Military intelligence and training is most effective before a major battle.

RESEARCH BUILDS A BLUEPRINT FOR A WINNING FINALS
Win some, lose some — but always find out why.

A TALE OF TWO STRANGERS
Good manners are good for business.

KNOW YOUR AUDIENCE — THE PROFESSOR
Don't dumb it down for a smart audience.

KNOW YOUR AUDIENCE — THE STUDENT
Specificity is the soul of credibility.

KNOW YOUR AUDIENCE — THE CHAUVINIST
Sexism doesn't win business.

THE DECIDING VOTE
The presentation book does matter.

YOU CAN JUDGE A BOOK BY ITS COVER
Be systematic about the details.

TIME ON THE PHONE SAVES TIME ON THE PLANE
Qualify the prospect.

BEWARE FALSE CUSTOMIZATION
There are no shortcuts — do your homework!

ALL CONSULTANTS ARE NOT CREATED EQUAL
Consultants want more, better face time.

LET'S "JUST TALK"
Be prepared to ditch the book.

TIME'S UP!
Cut to the chase.

SMALL DETAILS, BIG CONSEQUENCES
Don't inadvertently snub anyone.

THE POWER OF PASSION
Passion sells.

ON THE MERITS OF THROWING AWAY THE SCRIPT
Be ready to go where the audience takes you.

ASKED AND ANSWERED
Just answer the question.

LOW-TECH, HIGH-TOUCH
Predetermine preferences — assume nothing!

CALL ON ME...I KNOW!
Avoid one-upmanship.

CREATING AN ATTENTIVE ENVIRONMENT
Be a model listener.

WHAT YOU DON'T LEARN ON THE GOLF COURSE
Being best buds isn't enough.

"BUT YOU ALL SOUND EXACTLY ALIKE..."
You can't play to your strengths if you don't know what they are.

WHEN BRINGING IN THE BIG GUNS BACKFIRES
Let prospects dance with the person who brought them.