neverland

Peter Pan Negotiations It never grows old. Peter promised to take Wendy and her brothers to Neverland where they would experience many adventures and never grow up. What never grows old in successful negotiations is a list of ‘nevers’ for your consideration: Never ask...

Effective Collectors

The Seven Characteristics of (very) Effective Collectors: You may not be able to assemble a team where each of them has these characteristics, but if you do, your biggest challenge is to simply get out of the way. I’ll publish one over the next seven weeks: A desire...

Spanish Inquisition

The Python boys told us that nobody expects the Spanish Inquisition. Yet, how many of us are taken by surprise, not when a customer give us an excuse, but at the end of the call, once the connection has been broken, that we missed an important question? Should not...

Trump Finger Pointing

Whether you support President Donald Trump or not, I believe you will agree there is a lot of finger pointing at the nominations made by the current administration. A secretary of state with no background in diplomacy. A secretary of labor who employed an undocumented...

quest

The Story: “A long, long time ago, the Financial World was in an age of Chaos. In the midst of this chaos in a little kingdom in the land of Indamail, where debt was only paid according to the whims of individuals and companies, true and fair organizations found...

iceberg

The Iceberg Cometh In Warsaw, not long ago, my wife and I visited an exhibition of The Titanic at the Palace of Culture and Science. The fact I found most interesting was that despite putting a huge hole in the ship, the iceberg didn’t kill anybody. People died...