Lenora Edwards

And the hits just keep on playing...

Wed, 07 Mar 2012 14:37:15 -0800

Hey everyone - Just a quick update to let you know that video number three in my nine-part video presentation Make Your Game Bigger, How Entrepreneurial Thinking Builds Your Business and Personal Success is now available for viewing on YouTube. The subject is one that is particularly near and dear to me, as it informs a major part of my personal business philosophy as well as many of the key recommendations I make to my clients. The title is Talk Your Walk. It can be viewed here.

Why Marketing Tactics Don't Drive a Sound Strategy

Wed, 29 Feb 2012 10:30:00 -0800

The response to my latest newsletter and video postings has been phenomenal! Thank you so much for your support.

Three weeks ago, I invited viewers to watch Episode 1 of my presentation to the Washington State chapter of Meeting Professionals International (MPI). It is titled The Difference Between Sales & Marketing. View it here.

This week, I encourage you to view the second video in the series. It's called Why Marketing Tactics Don't Drive a Sound Strategy. It can be found here.

Video - The Difference Between Sales and Marketing

Tue, 07 Feb 2012 14:57:24 -0800

Every entrepreneur with whom I've worked is absolutely unique. No two are the same, even if they're in the same field. Even when their core service offerings were similar - the way they marketed themselves, how they interacted with their clients, their aspirations for job and life satisfaction - were all very different.

Accordingly, I have always tailored my consultation programs to fit the individual. One size definitely does not fit all.

Just because I customize each program doesn't mean there are not fundamentals that I bring to nearly all of them. Although I'm always learning, always seeking better ways to help my clients, I seem always to find value in a relatively short list of consistent lessons I developed a number of years ago.

In 2009, I was given the opportunity to present descriptions of these fundamentals to the Washington State chapter of Meeting Professionals International (MPI). The presentation, Make Your Game Bigger: How Entrepreneurial Thinking Builds Your Business and Your Personal Success, was videotaped. I have edited the presentation into short-form videos, each segment focusing on a specific lesson. The videos are now available for viewing on YouTube.

I invite you to watch the first segment, The Difference Between Sales and Marketing, at this link.

The Money Madness Cure Workshop with Tresa Leftenant

Tue, 13 Sep 2011 09:22:38 -0800

With the stock market acting like a bipolar hummingbird and the generally frazzled state of the economy, it's hardly a wonder that many of us are feeling more stressed than ever about money. If you or yours are looking for a way to improve your financial situation, graduate client Tresa Leftenant has mapped out a road to sanity. You may remember meeting Tresa here on the blog in May.

Tresa, a Certified Financial Planner (CFP) and owner of My Financial Design, an independent financial planning company, is offering a five-session workshop beginning in October. This series, "The Money Madness Cure Workshop," will help you understand more about your core motivations, limiting beliefs and emotional challenges around money and to create real solutions to move you from where you are today to where you want to be.

The sessions are centered around group exercises and workbook lessons designed by Tresa and based on her observations from over 30 years of helping clients. She incorporates (with permission) bestselling author Jack Canfield's "Success Principles" from the book of the same name. The exercises are designed to reveal unconscious blocks and teach new habits to help create a successful life and improved financial health.

She says she came to realize later in her career that the inner mind is a key motivator to financial success. "If I truly want to help people refrain from making the same mistakes over and over, I have to help them bring their hidden beliefs and behaviors to their consciousness," says Tresa.

"You may have this burning desire to buy yet another new pair of shoes and before you know it you've messed up your whole financial plan, " says Tresa, "But by learning why you have 52 pairs of sandals, and whether that's in alignment with what you really want long-term, you can create a new level of financial stability and success that is far more fulfilling."

"Everyone has aspects of their lives where what they do is out of alignment with their stated values," she says. "For instance, a couple may say they want to save to retire by age 65. Yet it turns out they can only spare 3% of their income because they both spend liberally using their credit cards on the sly."

Tresa promises participants will leave the workshop with clear goals and concrete plans as to how to improve their lives and financial situations, as well as a buddy system to keep them accountable once they get home.

I encourage you to sign up for this workshop if you want to learn how to:

Make empowered financial decisions

Take 100% responsibility for your relationship with money

Clean up messes that block your progress

Write a plan to accomplish your life goals

Use powerful techniques for taking action

Release the brakes and achieve financial success

The workshop consists of five sessions, held on Wednesday evenings from 6:30-9:00 p.m. at Friends Philosophy and Tea.
Here are the dates: October 5, October 12, November 2, November 16 and December 7. Parking is easy, and appropriately, there are lots of ways to save - by signing up early and/or bringing a friend. See below for details:

Please call 425-830-6328 for a reservation.

Fee Schedule (includes all five sessions and workbook)
--$129.00 per person after 9/20 (and at the door)
--$99.00 per person, early bird registration by 9/20
--$89.00 per person "bring a friend" and register by 9/20
--$79.00 per person, groups of 5 or more, register by 9/20

Client Profile: Ken Carson: The Power of a Good Laugh

Tue, 06 Sep 2011 08:17:05 -0800

If Ken Carson's face looks familiar, you're probably right. You may have seen him holding a microphone at a Sounders game, your company's annual retreat, or even the Northwest Regional Emmys. You probably don't know his name, but that's OK with Ken - his happy clients do.

Just don't ask Ken what he does for a living. Asking Ken Carson to define his work is like trying to grab a pinch of zephyr for your pocket. Good luck.

"I'm the worst elevator speech-giver, is what I am," he says.

When pushed, Ken throws out the word "entertainer," which calls to mind a song-and-dance man, but that's not it.

"I can't sing, play an instrument, and I don't really dance well," he says. Early on he realized "I don't have any talent, but everyone's laughing at the things I say."

Over his 20+ years-career he has been a successful broadcaster, actor, and a standup comedian - but he now feels he's found his niche performing as emcee, host, and even auctioneer at live corporate events.

While he may not be his own best publicist, his clients, including the Seahawks and Sounders franchises, who have hired him as their on-field and special events host, keep asking for more.

Ken customizes television newscasts and game shows to help break the ice in product rollouts or employee appreciation events, which puts audience members at ease.

He sees his strengths as twofold: "I have a built-in sensor for the audience....a real ability to scan the room read the room and get them to laugh," which lets him suss out how far he can tease the CEO or lecture the audience on the new teamwork initiative; and a facility for quicksilver improv that keeps the party going when the power - or a skittish executive at the mike - fails.

Ken came to me in part because he needed help getting the word out. In the competitive 80s and 90s he only allowed himself to be hired through entertainment agencies - to stave off concerns from colleagues about "stealing clients." Then he says the dotcom bust and the economic downturn weeded out many agencies. When his Seattle agent finally moved shop to L.A. a few years ago, he knew he needed help getting more clients.

"I never had to talk money to clients, and I always had someone else to talk about how great I am," he says, so referred by another performer client, he told me "I have to start selling myself."

Ken says the key learnings he gained from our work together, are:

Being able to assess my own value - "I always make fun of myself in social situations. I used to tell people 'I'm a professional goofball,' and (Lenora) would help me catch myself.
Not under price myself - "I've learned to tell people flat out this is what I charge and leave it."

Pursuing some things I otherwise wouldn't have done -"She gave me the confidence to try new projects."

Overall, he says "I certainly got more than my money's worth and value worth in hiring her."

Lastly, I want to point out that Ken is an excellent example of our last post, "Change your Business, Change Yourself." He's done a lot of work getting out of his comfort zone and learning to promote himself.

No Entrepreneur is an Island

Tue, 16 Aug 2011 08:41:57 -0800

On road trips when I was a kid I remember passing RVs wearing "Good Sam" stickers; My fantasy was that this was a way for travelers to signal they could be counted on to be helpful. (I was so naive. It actually turns out that it's an RV club sticker!) Anyway, I am wishing these days that my fellow entrepreneurs wore stickers.

Hey, wait a minute...

People, entrepreneurs should not need stickers. Should I say that again? In our community, helpfulness should be a given. We may be independent, but that's all the more reason we need each other.

Times like these can bring out the worst in people. It's all too easy - especially in this economy - to sink into the "every man for himself" mindset; but when you cut off others' requests you also cut off untold opportunities for expansion. Alone you are likely to run circles in your self-made Habitrail until you (or your resources) are exhausted. Do you really want to be the island without a ferry?

When I see these red flag behaviors in potential (or active) clients, I drop them from my contacts faster than a recalled packet of turkey dogs:

Picking the brains of a fellow consultant without compensation and literally profiting by it;

Scheming to get another entrepreneur to unwittingly do you a favor; or

After seeing at fellow consultant's proposal, intentionally underbidding it.

The highest and best value we can have with one another is to be good referral partners. What does this mean exactly? We should:

1. Make thoughtful introductions with the intention of solving problems and putting people to work;

2. Make sure that those introductees know why they're meeting and precisely how it's a win-win for them;

3. When you hear of a misunderstanding or witness a mishap, act as you would if you witnessed a car crash- -be a witness and verify the facts so that people can resolve their issues and get on with their lives; and

4. Help brainstorm win-win deals--even if you're not involved.

Karmic benefits aside, I promise your efforts will be rewarded exponentially with the help and support of grateful colleagues. We're all smart, resourceful people - we don't have to reserve all of our savvy for our clients. Contributing in our community counts too.

Change Your Business, Change Yourself

Tue, 26 Jul 2011 06:01:00 -0800

When you hit a snag, scan recent memory banks and ask yourself: has this happened before? If you keep getting surprised by the same pothole, it's time to look for the reason. Of course everyone's first instinct is to look outward, to the economy, opposing political forces, your snarky teenager, allergies, or whatever. But you might want to grab a mirror - because that reason very likely resides in you.

I have clients who stick to some pretty rigid ideas about their business, and in working together we sometimes realize that in order to make their business change or grow, they first need to change something about themselves.

Let's say an entrepreneur has an intense personality who pushes his services with the fervor of a televangelist. We know that rather than encouraging sales, hard-sell tactics makes clients clench both their jaws and their checkbooks tighter. His need to explain, to make the sale happen, is running counter to the business' need. So to succeed, that person must learn how to rein in that instinct and adapt his technique to suit his business.

Many entrepreneurs-myself included!- are so client-focused they forget to make time for their own business development. They put themselves last, giving reasons like "I can't tackle that speech/newsletter/blog post until I respond to my client emails," for example. Happy clients = good. But say that enough times, however, and you're walking backward off a cliff. Development, which fosters growth, brand awareness and new clients, is a crucial lifeline for your business.

Others may shy away from self-promotion because it feels uncomfortable. They need to learn to get out of their comfort zone or hire someone to promote their business for them.

So keep in mind: in order for your business to successfully respond to an ever-changing market, you may need to make some changes yourself first.

Sound Like a Leader: Radio interview with Anna Bernstein

Tue, 28 Jun 2011 06:34:10 -0800

This week: tune in as I flub my own elevator speech - on the radio! I had a great discussion with client graduate and voice coach Anna Bernstein. Anna used to coach entertainers, and today she helps professionals fine-tune their communications skills.

We talk about what characteristics are identified with leadership, and then, in a fun game-show-like exercise, listen to three professional speech clips, and play "identify the leader." I think the answer may surprise you (as it did me!)

Anna then deconstructs the strengths and weaknesses of each speaker. You'll get a window into your own communication style that can make your speeches - from elevator to boardroom - more compelling. You can hear it all here on her podcast.

Jessica Hickey: Does Your Process Need a Tune-up?

Tue, 14 Jun 2011 06:54:56 -0800

Do you spend so much time "putting out fires" in your business that you have no time left for things like strategic thinking, long-term planning, or just checking in with various departments on how systems are working? If so, says Jessica Hickey of 1029 Consulting it may be you've taken your processes for granted. Like the proverbial old shoes, they've grown so comfortable, so molded to the company's idiosyncrasies, that you may overlook their loose threads.

She often hears clients say, "I am so busy running the business, I don't have time to lead it."

"Our mission," Jessica writes on her web site, "is to give time back to company leadership so they can focus on the strategic, longer-term challenges the company faces."

Jessica, a client of mine, is a woman of many talents. A registered engineer in the State of California with a degree in Civil Engineering, she has extensive background in both business consulting and project management in the construction industry, which she now sees have a lot in common.

"When you are building projects it's a little bit like starting a new business each time - set a budget, hire new staff, develop a process, communicate the process to the staff, finish the project, and then start all over again," she says.

"I help people with problems but it's also about making really good businesses better. It's a little bit of organizational development, a little bit of processing systems."

Although her client base centers on architecture, engineering and construction, Jessica calls herself " an industry agnostic."

She says for her focus the amount of revenue is not as important as the number of employees in the company.

"What I do is so enmeshed in culture. Culture is king - or queen," she says. Either way, she finds culture to be profoundly altered by the scale of the company.

"When you have 50 people the business starts to go from a family to a company. It means you're really starting to grow, and you have to be ready for those changes. For example, free snacks for a staff of 20 costs a lot less than free snacks for 75. What happens to the snacks part of culture when it starts to impact cost? My sweet spot is around 100 employees. That said, I have worked with companies as large as 90,000 people and as small as five."

She looks at how each of the business' three operations: sales, production, and administration/support interact. She looks closely at administrative and support because this is where the money goes out.

"It's a matter of 'How do we talk to each other?' and 'Who talks to who," which can illuminate ways various departments can work together to support the company's goals."

"I might need to get finance and IT talking to each other so they could set their own mini-strategies to support where the company is going," she says. For instance, if IT has a set policy to replace computer hardware every three years, how does that impact Finance, and does Finance even know about it? "I'm getting the network manager a little more business educated and the finance manager a little more IT educated," she adds.

Her style is very interactive. "A lot of what I do is getting people to talk. I may ask: 'Is this a problem? If so , why? What would happen if you did nothing?

A lot of times people don't realize realize what the culture is driving," Jessica says. " A great one was a company that had a very charismatic longtime president. He was the primary marketer. When he got ready to retire, he wouldn't share his contacts with the new leadership team!"

Without changing that culture, Jessica points out, any future growth - not to mention the president's retirement funds - could come to a screeching halt.

After conducting an assessment, she makes recommendations on changes and how to implement them or will if needed sit in as an interim. She says both options have their challenges but she prefers the former. "Being a consultant is tough when you're not an employee on the other hand when you're a consultant and not an interim you can avoid some of the systemic issues and maintain a separate view."

When we met through another client, Jessica was at a "I just built my web site - now what?" point.

Jessica was so happy with our work together she's in her second cycle.

"I'm a re-graduate. I got a bachelor's and masters in Lenora. I signed up in beginning of 2009 and due to circumstances beyond either of our control we went a little longer than planned, and I felt I had more to learn. So when we finished, I signed up again right away.

"It does take some discipline," she points out, explaining that I sometimes ask tough questions, like "You're doing that for your clients, but are you doing it for you?" or "If your business was that business, what would you tell you?"

"She's forced me to really focus on stuff I didn't really want to focus on," says Jessica. "I mean, I kinda get all this, but you need someone to translate into the way you're going to hear it best. She has a real knack for that."

Overall. she says. "I signed up and never looked back. It's been wonderful."

Back atcha, Jessica!

Living the Entrepreneur Life

Tue, 31 May 2011 07:00:00 -0800

What does it take to be an entrepreneur? What is the "Conquistador Theory of Small Business?" How are entrepreneurs like great athletes? What does it mean to live your life "on purpose"? Who made me cry in my first job? The answers to these questions and more can be found in these two interviews I gave about the entrepreneur lifestyle.

1. Graduate entrepreneur Mary Anne Dorward interviews me for her online radio show "Business Off The Beaten Path" in which we discuss everything from proposal dos and don't's to creating that life/work balance as an entrepreneur. Spoiler alert: there's also a peek into my early days in retail.(60 minutes.)

2. Here, Podcaster Michael Surkan and I talk on his radio blog "Entrepreneurs Northwest" about personality traits and special skills I've seen help my clients succeed, and the importance of long-term thinking. (20 minutes.)

Todd Clarke: In-Yo'-Face, Full-Tilt, Extra Spicy Organization and Software Development

Mon, 16 May 2011 09:48:09 -0800

Take one look at Todd Clarke's web site, and you know you're not in Kansas anymore, philosophically speaking. The language practically grabs your shirt, screaming, "Wake up! This isn't your standard snoreworthy altar to the gods Appropriate and Prudent. We are here to make change!"

For instance, "butt" is mentioned numerous times, even in place of the other "but". As in, butt you'd expect nothing less from an entrepreneur whose business tagline is:

Todd, a graduate client, actually attributes that tag line to an exercise we did together. I ask him to come up with a statement comparable to Bill Gates' famous "A Computer on Every Desktop," and this is what I get? I'm just kidding; it's great. It announces, loud and clear, Todd's extroverted personality, and the energy he both brings to and expects from his clients in making positive change for themselves and their businesses.

Todd has dovetailed his considerable experience in software IT and business to form GetLIT which launched about six months ago.

His site says,

"I'm on a quest to enhance lives by integrating people, processes and technology to achieve business and personal success while creating highly effective workplace-civilizations yielding epic results by operating with clarity, conviction and focus."

He works with organizations to develop leadership in software development with a program he calls getting LIT (pun intended, I'm sure). It stands for Leadership IT, but also a

"punk-rock, straight-ahead, let's get some giddie-up-in-our-butts-and-go approach to apply bold practices to get more done of what really, really matters."

Todd also works with individuals to help them organize their time, their information, and their priorities to help them pave the way for successful results.

"It's about creating art each day at work no matter where you work" he says. "Speak your mind. Give yourself permission to be big, rather than being a pawn."

How do we do that, exactly?

Productivity Pitfall # 1: E-mail

Todd considers e-mail an archenemy of productivity. A useful tool, yes, but one that is too easy to drown in.

"It's one of the biggest time-wasting, brain-twitching devices we have. It must have been developed by Al Qaeda to diminish our effectiveness," he jokes.

"Don't start your day with e-mail. When you check email you start your day reacting. You may never get to the stuff you really need to do."

He recommends you get real work done for two or three hours first, then check your e-mail- while using a timer to keep yourself honest.

Productivity Pitfall # 2: Too Many Choices

Ever feel like you worked hard all day, with little to show for it? That probably means you're working on the wrong things, says Todd.

Sometimes you just don't know where to start. "One client said to me 'I feel so overwhelmed by all there is to do,'" says Todd. "I was able to show her through task management and being organized that she wouldn't need to feel that way."

It's easy for lists to become a cyclical system - as you cross off tasks, you also add more. At some point, your subconscious has to shut out surplus input. A better way is for you to limit those choices consciously, starting with writing your day's tasks on a 3 x 3 sticky note. That's all you get - nine square inches, so you have to prioritize.

The result? "You're not overwhelmed because you gave yourself permission to limit yourself to what you really, really care about today."

Another place where creativity is ambushed is while implementing ideas. For fear it will not be "perfect," the project is endlessly tinkered with, never completed. What good is a half-done project?

"Good is good enough," says Todd. "It's often better to focus on completion over quality. Quality gets in our way. If you string a bunch of average things together you can achieve greatness."

Productivity Pitfall # 3: Where the Heck did That Go?

Todd hardly ever has to say that. He has worked out a system that allows him to:

Be more than 90% paperless. No kidding.
Access info anywhere from any handheld electronic device short of his ignition key - phone, laptop, I Pad; it's all in the cloud.
Carry nothing in his wallet but his driver's license, ATM card and credit card.

Todd says we are all easy prey to what he calls "Datablur" - literally, TMI. The massive quantities of information streaming in from all directions means it's so simple to forget - was that face mentioned in an email? An attachment? A fax? He recommends Evernote, a product that keeps it all in one place. Take a picture, clip a web page, scan a document, or get an emailed receipt and Evernote organizes it for you - without sticky notes, file folders or day planners. He can then search, say, "REI receipt" and call it up in an instant.

Productivity Pitfall #4: Does Anyone Remember What This Meeting Is About?

Groups can get sidetracked with busy work too. Think of all the hours you have clocked in meetings - yet how many do you remember having strong results? The simple cure, Todd says, is to state the objective before the meeting, remind people throughout as needed, and ask at the end whether you've addressed it.

Using these strategies to get "LIT", learning to choose your projects and streamline your processes can be a matter of a few meetings for individual clients, or over time in ongoing project management. The results are something Todd loves to see. "The net effect is so great; it's so exciting."

He credits our work together with helping him fuse his passion and talents into the business he drives with that "rump-roasted" gusto.

"Working w/ Lenora was awesome. She has helped me blaze new trails in bundling up my interests, skills, experiences and ambitions to redefine and package myself as an entrepreneur. I went from corporate employee to fire-under-every-butt consultant with a plan for my future. She also helped me tremendously by introducing me to her network of other graduates and clients where I developed many valued relationships. Some of these people have since turned into my own clients and more importantly...friends. The 'Lenora Net' rocks!"

I have to agree with that last part!

Tresa Leftenant: You Really Can Have the Life You Want

Tue, 10 May 2011 07:00:00 -0800

Find Your Bliss First, Then The Money
The typical financial planner has only two questions: how much money do you have, and do you want to invest it long-term or grow it? Happily for her clients, Tresa Leftenant, of My Financial Design [Link http://www.myfinancialdesign.com] is anything but typical.

"Most financial planners focus on the money - and in particular, the investment - and what I focus on with my clients is their life and what truly matters to them, says Tresa.

Tresa herself was trained in the traditional "build the money, your life goals come later" philosophy - but in recent years she became convinced that the other way around makes much more sense, i.e., define your dreams and core needs, and then form a plan to attain them.

"I want to know what gets them up in the morning, what drives them to do things that are difficult. In our initial meetings I really help my clients connect with that. Then I help them realize that every financial decision has to support their life goals."

This is easier said than done, however. In her 30 years in financial planning, she has found that the majority of her clients are stone-cold terrified of their own money. Some let their money lie untouched for years rather than risk making a wrong move with it.

Who, Me? Scared?
While people feel that, as adults, they "should" be on top of managing their money, they may feel insecure about their lack of financial training, or the state their finances are in, and so they ignore them like an aching molar they're afraid to show to a dentist. And, like the toothache, waiting to address the problem not only delays improvement, it may even make it worse.

Her main message to those of us still ignoring our money is:

"The most important thing is to stop judging yourself. Whether you're a multi-millionaire or in a lot of debt -look at where you are right now - and get advice. "

"My clients often tell me 'I don't have any control about this - my bills make the decisions for me,'" Tresa says.

"The pure goal is to reach a place of peace, empowerment and understanding of your money. You want to shift from fear-based decision-making to being proactive and confident. It's financial management, but also life management," she says.

She chooses her clients carefully, because it is a shared time commitment. The client needs to honestly examine and work toward his/her goals, and Tresa is offering unlimited meetings and support until the work is done.

Her Process
Naturally, if you are afraid to handle your finances yourself, and don't understand the rules of the game, there is a real possibility you can be taken for all you're worth by the Bernie Madoffs of the world. Since a lot of this fear is based in the lack of personal control, Tresa talks clients through each step, and lets them steer the decisions.

"I never tell anyone 'You should do this.' I explain why it matches their goals, make sure they understand it, and we make a decision together, "Tresa says.

"I'm asking clients, 'What do think it's going to take to realize your expectations?' When they say it out loud it makes them think it through" she says.

When realization does dawn, it's a great moment.

"Every single time they get to a point where they realize why I suggest they make a certain financial move -you can just see the relief and happiness - it's unbelievable," she says.

Getting Here
Tresa was reactivating her private practice when she came to me in 2008.

"I needed someone to help me get clear about my value, my gifts, what I bring to the table," Tresa says. "Lenora's process helped me get straight in my thinking and learn how to communicate it. "

Here's how she describes the prime benefits of our work together:

"Lenora has a broad network of people who work in different industries, and she introduces her clients to each other. She brings significant background from her corporate experience and the many years of advising business owners. Her experience is so vast. This not only allows her to give advice on what to do, but what not to do as well. There have been several times when I wanted to go down a certain path that I was convinced was right for me, and she stopped me "No, that's not going to work and here's why". I have been so grateful for the time and money that she has saved me."

But perhaps the main benefit was Tresa getting the confidence she needed to build up her clients'. "Lenora's process made me change. She helped me become the person who can run a successful business. I'm confident about what I'm doing and people respond to that.

"Under Lenora's coaching, I have improved all aspects of my business and she has surpassed my expectations."

Jason Omens and Leslie Schneider: Bringing Coworking to Bainbridge Island

Tue, 03 May 2011 07:00:00 -0800

Have you heard of coworking? It is a phenomenon rising to meet the challenge of growing numbers of entrepreneurs or remote workers who need a more professional environment to work with and meet clients in than their home office or local latte house. More health club than office park, coworking spaces offer technology, conference rooms - and most importantly - the energy, input and support of like-minded colleagues.

Burgeoning technology and a sinking economy have been driving more and more workers from the office - either by choice, through layoffs, or because their employers are looking to save money on desk space. The virtual workers, a 2010 Microsoft Telework survey found, loved ditching commutes in favor of improved work-life flexibility, with one big complaint: the loss of face-to-face interaction. Seeking the buzz of other voices, some teleworkers were conducting business in coffee shops, but also doctors' offices and even bathrooms!) [Source: USA Today.

There had to be a better way. Two of my clients, Jason Omens and Leslie Schneider, co-owners of OfficeXpats, have something much more comfortable and collaborative in mind. They are currently seeking a space to support 50 or more people at one time on Bainbridge Island, where they plan to open in August. And here "support," means not just office support, but yoga classes, workspace treadmills, and networking events that will help build a community of people primed to do their best work.

"OfficeXpats looks at the whole person and the life you want to lead," says Leslie, who is also a health coach. "You're going to want a place to prepare food, chat on a cell phone, and take care of your body," she added.

Unlike your home office, which can suffer from either too many distractions -like the demands of toddlers, the guilt of pending laundry- or too few, as the deafening sound of silence or the lack of outside influences stifles inspiration. At OfficeXpats, Leslie and Jason say, members can choose interaction or solitude to suit their needs - and with various levels of membership, it's cheaper and more stimulating than renting an office on your own.

"We've heard over and over again the isolation from home can be deadening," Leslie says. "Humans are social animals; they want to be part of something bigger, and Office Xpats provides that," Jason adds.

As proof, they point to surveys in which a majority of coworkers say that they are more motivated, have better interaction with people, do more collaborative work, and manage their time more efficiently in their coworking space - which adds up to greater relaxation in their personal life and in 42% of cases, increased income.

Jason and Leslie, who are partners in life as well as in business, learned about coworking in 2010 and were instantly inspired. Jason has IT management and network administration experience for small to midsized companies that spans two decades, and Leslie is a marketing and communications consultant for Microsoft. The coworking concept dovetailed nicely with an idea Jason had been working on for virtual workers' IT support; he even had a registered name:"9to5Jammies". As they talked, the couple realized they were heading more towards serving people outside their homes and creating a communal meeting space. The word "expats" emerged when Leslie was brainstorming with a friend, and a new name was born.

Like expatriates in a foreign country, they say, virtual workers have made a conscious decision to forge an independent culture on their own terms, supporting each other as they develop it. (Jason hasn't forsaken his first name idea, however - he still wants to institute a pajama night featuring actual "9-to-5 Jammies".)

OfficeXpats will also offer reserve-able conference rooms. "Bainbridge Island has a lot of working professionals who need a nice place to bring clients. The de facto place lawyers meet right now is Roosters Cafe. So, it's possible they may come for conferencing and stay for the atmosphere," Jason says.

The pair came to me through a referral from graduate client of mine, Linda Lybert. Although both had entrepreneurial experience, neither had ever started a brick-and-mortar business. Asked about the main benefits of our work together, first they mention the counseling - personal and professional.

"We've never had to invest in a long-term lease, " says Leslie. "This is really scary stuff. We end up with differences of opinion because we don't know what's standard or optimal in this situation, and we get to a standstill. Lenora sometimes facilitates our differences and helps us come up with solutions we wouldn't have come up with on our own. Lenora adds information, gives us a perspective of what to expect reality-wise. Like negotiating, these aren't things you can just Google and get an answer, they are based on experience and relationships," adds Leslie.

"We call her 'Dr Lenora'," Jason pipes in.
- "I don't," counters Leslie.
- "I have," says Jason.
Finally Leslie concedes that either way, "I use Lenora to get him to see common sense."

Another positive impact, they say, has been through finding them resources to legal or professional services. "She comes up with great resources for us," says Jason.

"She's also very creative," Leslie adds. "We were spinning our wheels trying to make a spreadsheet for our expenses and projected income, and she was able to access services from an expert to get us what we needed."

"All of these connections we'd like to provide for our members, we are getting now through Lenora," says Jason.

They also appreciate that I help them see their strengths and remind them to fight for their needs. "In negotiating with landlords, I have a tendency to propose a compromise before I need to do that," says Leslie.

"Lenora shows us our position with the perspective of an outsider and it's usually stronger than we think. She pointed out that what we wanted to do on Bainbridge Island, and the amount of space we're looking for in a down economy is a big deal - we are in fact a hot commodity." (Their real estate agent agreed, by the way.)

Jason had one more thought. "Lenora has this uncanny ability to really relate to people to kind of know what they're thinking. I have a hard time doing that. Sometimes I even ask her what Leslie is thinking."

"He doesn't do that enough!" says Leslie, with a laugh.

Entrepreneurship as a Team Sport: Helping Your Relationship and Your Business Live Together

Thu, 31 Mar 2011 12:15:14 -0800

My experience as an entrepreneur is that life is a bit different for those of us who chose this unmarked path. While we enjoy the autonomy and flexibility of working for ourselves, it comes with a lack of predictability that makes staying in step with one's partner a healthy challenge.

I've been learning this first-hand - especially since my partner, Dave, moved in nearly two years ago. I thought that once we were under the same roof, it would obviously be easier to be in sync. Instead, I've discovered in some ways it's become more complicated. It is as if my old friend, the business, became a third (and uninvited!) partner in our relationship!

This topic resurfaced while working with clients, George Brewster and Melissa Wood-Brewster in their respective practices last year. George, founder of Gimbal Systems, provides consulting services for organizations and individuals on Sales Effectiveness, Decision Quality and Emotional Intelligence. Melissa is a psychotherapist counseling adult individuals and couples. We decided that self-appointed "captains of industry" like us would benefit from acquiring tools that will make our personal partnerships more fun and resilient - especially when packaged and delivered by two fellow entrepreneurs.

That's just what George and Melissa's April 30th half-day public workshop for couples is all about: It's called, "Having Your Own Business Is A Team Sport: How entrepreneurs and their mates can stay together and play together." This experiential workshop will address key issues like setting and maintaining boundaries, and defining roles and expectations in relation to each other. Here are the details as described in their flyer.

Participants will gain:

Increased awareness and appreciation of the numerous roles you and your partner fulfill

Understanding of the dynamic nature between roles and the potential conflicts that arise

Tools to help maximize efficiency and effectiveness in your primary personal relationship

Access to a community of professional peers with similar relational experiences

When: Saturday, April 30th, 2011
8:30am Continental breakfast
9:00am-12:00pm Workshop
Where: Talaris Conference Center
4000 NE 41st St., Seattle, WA 98105
http://www.talarisconferencecenter.com
Cost: $200 per couple includes parking, breakfast, the workshop and materials

To Register:
Register here at George's blog. For more information, contact him at (206) 313-2567 or george@gimbalsystems.com.

I wholeheartedly endorse this endeavor and am proud to present the opportunity for you to participate with your mate. Feel free to forward this to other entrepreneurs you know.

I hope that you'll join us. Who doesn't need more fun and resilience?

CASE STUDY- Karin Schenkel: People Whispering (with Help from a Herd of Coaches)

Tue, 15 Mar 2011 07:01:00 -0800

I just had to share my experience with a new client named Karin Schenkel, a therapist/life coach. Karin's process is definitely one the most unique (and enjoyable) methods I've encountered. You see, while Karin holds a M.Sc. in Clinical Psychology and is trained in numerous therapeutic methods in Europe and the U.S, the heart of her work with clients takes place not in her office, but outside in her paddock - with her four horses.

So your next question is probably "why horses?" Here's Karin's answer from her website :

"As prey animals, (horses) have a highly developed ability to sense changes in the stance, intent, and emotions of other beings. Horses recognize the difference between how a person is trying to appear versus how they are truly feeling. They reflect, through direct and immediate feedback, what they sense is the truth from their handler. Through working with a horse without halter or saddle in a round pen, participants become more aware of how they relate to people. Emotions that may have never been recognized before might be discovered. With discoveries come answers to immediate questions and the possibility of exploring deeper into the self or the situation."

Karin finds that "working" with the horses saves a lot of time in the therapeutic process, as clients are often less guarded and more relaxed when interacting with animals than when talking with a human therapist.

"I ask the client to connect with the horses and just meet every single horse like you meet a person for the first time, " says Karin. "I tell them to try to connect, try to learn as much as you can from that personality, and figure out with what horse you connect the most. Just watching the person interacting with the horses tells me more than if that person would talk to me for two hours."

Also, the horses' instinctive responses give clients an instant "read" on their behavior, which clients can see and possibly learn from. An added bonus: horses are hard to fake out. "The horses know if you mean it," says Karin.

Karin gives her four-footed coaches a lot of credit for her success with clients. "It might sound weird, but these horses are as skilled and talented as I am. They are as open, as engaged, as focused on the relationship to the clients that come here as I am. And we, as a team, make that incredible combination of something that is hard to find."

Having ridden since she was seven years old, Karin's love of horses goes way back. When she moved to the U.S. in 2001, she had to rebuild her career from scratch, and decided at the same time to take the opportunity to learn about owning horses. " I had a lot of learning to do and bought books about horsemanship and horse care. That was when I discovered the book "The Tao of Equus" by Linda Kohanov, " says Karin.

Kohanov is the founder of the Epona program , which Karin describes as "a journey to self discovery, facilitated by horses." Karin found the idea of combining her psychological knowledge and expertise with my passion for horses irresistible, and became a certified Epona instructor in 2005. She is also certified in Eagala, another horse-assisted therapy.

Equine Facilitated Coaching/Counseling became her main focus, and then last year she decided to augment her practice with life coaching, which led her to pursue certification as a life coach, now ongoing, and about a month ago, to become my client.

Our roles were reversed recently when I had the opportunity to be personally evaluated by Columbo, Little League, Lucas and Gina at Karin's "Energy Drainer/Energy Gainer" workshop, which was quite illuminating.

I discovered my biggest energy drainers are wearing different masks for different situations and people, which typically comes from the need to set healthy but effective boundaries. In one exercise I had to defend my personal space (marked with fence rails in the center of the ring) and some succulent bales of hay from a hungry "Coach Lucas".

To my surprise, I learned that I need a lot of space around me to feel comfortable. In order to preserve my space, I realized I have to be assertive and guard it before it is invaded - which I did. Lucas held no hard feelings, however - he let me give him a hug at the end, which showed me that it's probably all right to have boundaries with creatures on two legs as well. Thanks, Karin. Thanks, Lucas.

The One with the Most Choices Wins

Thu, 27 Jan 2011 06:59:01 -0800

I once saw a bumper sticker saying, "The one with most toys wins." It gave me a smile, but then I started thinking about how that applied to my clients. What gives entrepreneurs an edge? Choices.

Clients tell me some of the things they desire are: flexibility, work/life balance, and perhaps a trophy or two, like a lovely home or coveted automobile. But it's choices that help pave the way to those things. So now my favorite advice is: "The one with the most choices wins."

Most entrepreneurs strike out on their own seeking choices to save them from slogging away at an uninspiring job for 40 years before retiring to find their passion. Having artfully crafted the vision of what they want to do, they come to me to learn how to make that vision profitable.

Choices are what it's all about - when you block out room for choices in your business, you are primed to succeed. Just like in chess, the player who plans multiple strategies can better withstand unforeseen contingencies and holds the strongest position.

Some choices to consider include:

The choice to do the work you enjoy;

The choice to work with clients and collaborators who elicit your best work; and

The choice to occupy a certain geographical area or sector of the marketplace

Time after time I see clients hemming themselves in as if they can't really ask for what they really want. Sometimes getting to the heart of that matter is difficult, particularly for those with typical corporate backgrounds. They are just used to being offered limited choices, being told, "here's what we've got - do you want one lump or two?"

Although these choices can be powerful, it's easy to be overwhelmed with their seemingly limitless possibilities. It can be difficult to sort out what's most important and why. That's something else clients and I work on together: identifying the values and needs you are trying to meet that will enable you to create the life you want. Because in the end, entrepreneurs don't just want a lifestyle, they want to build a sustainable, energizing life.

Prove-it-itis: A Cautionary Tale

Mon, 24 Jan 2011 18:56:51 -0800

"Prove-it-itis" is an alarming trend I've seen crop up more and more with many of my clients - and potential clients - for the last couple of years. It occurs when consultants are asked in effect to "audition" for work - to deliver free work to prove they can do something before they are hired. Current economic conditions are likely exacerbating the issue. As they ask this, often the prospective employers/client prospects are leaning back in their chairs like directors on the casting couch with hungry Hollywood starlets with the confidence lent by having the upper hand in the supply-demand equation.

Most entrepreneurs are too empathetic with fellow entrepreneurs to ask for free work, but it is seen particularly often in the corporate world. Interviewers and prospective clients may disarm you with questions like:

"How do I know you can do the work you say you can?"

"How do I know you are right for our company's culture?"

"What am I going to do if you decide you don't want to do the work anymore?"

You may be asked to write a prospective action or business plan, draw up sample designs or proposals applicable to the work for which you are applying, and so on.

There is no reason to provide work before engagement occurs - that's called STEALING.
While volunteer work is admirable, I caution you against doing pro bono work in your chosen field. You then become known in your market as "the consultant who'll work for free."

So here's your response to the questions above (in so many words):

We've identified the work that needs to be done; I've talked with you about the methodology I would apply. When you hire me, you trust me to do the work satisfactorily. The ways you know you can trust me are:

You have liked how we communicated in our preliminary meetings,

You have checked my references and heard testimony to my experience, and

You would have seen evidence in my written and oral communication that I have the professionalism you desire.

Remember: you became an entrepreneur because you know your work, your experience and knowledge have a bankable value.

Now, watch your assets!

Resolution: Make Your Time Work for You

Fri, 21 Jan 2011 11:45:39 -0800

One of the most challenging things for an entrepreneur is time management - in other words, finding the best way to allocate your most precious resource: your own time. We often think of the phrase "Time is money" as a metaphor applying simply to the work hours needed to complete a project. However, especially for entrepreneurs, your time is your money.

Free Time?
I'm often struck by how many clients extol the virtues of their abundant "free time" afforded by being an entrepreneur. I beg to differ. While setting your schedule, your time is certainly flexible, but it is far from free. That time is very, very valuable and once spent, you can't recoup it.

Consider Opportunity Cost
If you spent 15% of your allotted "work" time last month attending networking dinners or latte meetings that yielded no progress, that is lost time you might have spent more productively. If you think of your time as an investment just like your money, your might spend your time differently.

Scanning your to-do lists and business plan, take a hard look at each item to evaluate its potential R-O-I.

Is it:

Going to build your investment in your company? (adding value, as in staff education, providing a new service or cutting-edge technology);

Helping you seek out people or ideas that will rev up your resume? (building connections to find clients that will advance your reputation);

Broadening your exposure to your client base? (public speaking or writing - to the right audience); or

Freeing you up to spend more time doing the above? (delegating activities that are not your strong suit)

Before you book that conference, or log another hour over lattes - just make sure it is likely to offer you some bankable value in return.

So going into 2011, why not take some time you consider how you invest yours? I promise the time will be well spent.

Spotlight: Maia Beatty on Networking

Tue, 14 Dec 2010 08:01:01 -0800

I'd like to take a moment to shower some kudos upon graduate Maia Beatty, for making a splash with her blog about communicating your business "presence" powerfully, simply and effectively. Maia, who heads the firm Discover Your Powerful Presence, was recently featured in COSE Update magazine's cover story on networking.

By her own admission, though she loves networking now, Maia used to find it "miserable." She turned a liability many of us share - fear of networking - into a lucrative asset by 1) facing her fear, 2) combating it with strategy, and 3) studying what happened so she could share her observations with others.

She started off in the mid-'90s by trying a simple tip from Susan RoAne's book "How to Work A Room," - namely, you pick the person in the room who looks as miserable as you feel, and introduce yourself. Usually the person is over the moon with relief to have someone to talk to. The next key step is listening to them. Using this technique, Maia had one successful conversation after another, and she was ready for more.

Today Maia echoes this theme in her advice too. She says "Think about what others need rather than what you have to sell" - a truism whether you are marketing cars or entrepreneurs. She suggests going into networking conversations answering the question "What do they need from me?" rather than "What am I going to get?"

What's brilliant about this is by considering what you offer to others, you:

* boost your self-confidence (by reminding yourself of your value),
* are more interesting (because you are offering, not asking for something), and
* are nearly guaranteed people will pay more attention to what you have to say (because it speaks to their needs).

You've already eliminated a huge amount of social anxiety before you even step through the door!

The article offers a bonus for all you introverts out there - unlike chatty, self-promoting extroverts, you are born listeners - which makes your conversations statistically more memorable.

For more of Maia's tips, please see her blog Discover Your Powerful Presence. Since she's been writing her blog for two years, there are a lot of topics to choose from: whether you want to know about speaking in public more confidently, relating to others more successfully or communicating more purposefully (with others as well as yourself.) Each post since October 2010 is a short segment of her upcoming e-Book, "Building Your Personal Brand with Powerful Presence."

Kelleen Griffin - Creating a Corporate Culture Using Actual Human Beings

Mon, 08 Nov 2010 07:19:46 -0800

I'd like you to meet a client of mine who is riding the wave of change in the most personal way. Her name is Kelleen Griffin, and she's "created" a new role for herself that she says fills a critical need in today's economic climate: she helps people transform their corporate culture from the inside out - one person at a time if necessary.

"By sitting with you, one on one, and in meetings with your staff, leadership team, or other consultants, wherever you and your people gather, I help you apply your strengths and values, your better human nature, consistently, in your meetings, in the moment," she writes on her web site.

The process can be bumpy, but the results are often dramatic.

"The 'give' is time and effort, and the 'get' is accelerated results, high performance, and a lasting legacy," says Kelleen. "Another bonus to improving shifting the climate/culture is it may help retain your best employees, who are less likely to stay in a negative, unproductive environment."

Kelleen's multifaceted background took her from a CPA to Mergers & Acquisitions on Wall Street to earning an MBA at Columbia. All the while she noticed that it wasn't the financials or even the product or service that often made the difference between success and failure - it was the people. She had also noticed that most people development happened off-site, in training seminars, or in private coaching sessions and it didn't seem particularly effective to her. She felt helping them work better together in the moment made more sense. A Masters in "Organizational Counseling" from Johns Hopkins University finally added what she calls, 'the art and science of people' to her skill set, and now her firm, Kelleen Griffin & Assoc., specializes in helping her client leaders shift their ways of working to become healthier, more sustainable, balanced, and profitable.

Some prospective clients say: "Doesn't HR handle this?" or "Don't my people have enough basic emotional intelligence to work together?" The answers to both are "No," according to Kelleen. "On the one hand, HR is conflicted out of this work by the nature of their role as monitors of risk and compliance. And on the other hand, when people most need to access their better human nature, as when they're stressed out by a deadline, that's when they most don't want to behave well! This is where I come in."

Kelleen, who has worked with organizations from Seattle's Port Blakely to Oregon's WorldPulse, is confident the tide is shifting. "Every day, I have to use the microwave or twitter analogies a little less!" she says, laughing. "I remember explaining the microwave to my grandmother, that's what my work is like - something that works really well and gets consistent results, but is a little hard to explain." Kelleen added, "In ten years no one will consider having a leadership team meeting without a leadership counselor."

Here's how one client describes the value of her role:

Her work is really unique. What she brought...was both sides of the brain at a very deep level. We were going through a big transition. Kelleen was sensitized to the personal and team dynamics and she was sophisticated enough to deal with the partners. It is her diversity of skill that makes her particularly effective. Kelleen can get into the joint venture terminology and still be talking about organizational change and how it's going to affect the people side of the business, the culture, and the people and their lives....It takes a lot of remarkable skill to be able to go that range. She knows when she's serving and when she's coaching...She was indispensable." - Rene Ancinas, CEO, Port Blakely Companies, Seattle, WA

When I asked her to elaborate, Kelleen admitted that she makes it look easier than it is. "These are human beings, incredibly complex! I am invited by my client leaders to observe, facilitate, and comment on HOW they and their people can shift their thinking, emotions, even the energy in a discussion." She says that "teams and companies have very specific integral patterns of work and group formation," and after observing this for almost 20 years, she can now see the patterns quickly, and help "clean up" the climate, which is often log jammed by personal squabbles, egos, and conflicting personalities.

She says, "it's easy to identify the BIG ones, those obvious negative behaviors, like blaming, being a know it all, or hijacking meetings, but the real work is often surfacing the gaps in skill, the blind spots on teams, and old legacy leadership styles." These are the subtle behaviors that are fostered when people don't feel valued or heard, and get exacerbated if the organization is struggling for its survival.

Kelleen called me in August when she realized that she not only needed help with business development, but that what she was doing was launching a brand new "function/service" for organizations.

"Once I had that realization, I knew I needed to bring in the big guns; this was beyond my skill set," says Kelleen. "I had heard people rave about Lenora for more than a year and thought that the time was probably right. We had an instant connection the minute we met and the collaboration so far has been superb."

With four months left to "graduate" from our work, Kelleen says she appreciates the creativity and the skill building. "It's really a partnership. I learn from Lenora, and then go implement, and figure out what works for me, what I need to modify, and then I check in the next week and she has more ideas and new ways of proceeding."

Her comment illustrates that she and I have each chosen well in this relationship. Had we not shared such values, we would have very little progress together. (You can read more about choosing your clients here). And it really does fit with her role transforming cultures, which being communal organisms, require valuing partnership and individual respect most of all.

Clients Frederic And Marta De Wulf Win National Award From Michele Obama

Wed, 13 Oct 2010 14:42:23 -0800

I can't resist showcasing a national accomplishment on the part of two very dedicated and hard-working entrepreneurs.

Dismayed by the skyrocketing rates of childhood obesity and related diseases (which have tripled in the last 30 years), married clients Frederic and Marta De Wulf teamed up professionally to create an innovative, interactive and fun web site called Food N' Me, which is filled with entertaining videos and games to keep kids learning as they surf. It was a perfect pairing. Marta has 20 years of experience as a nutritionist, while Frederic has an extensive multimedia background, having produced documentaries with Bill Moyers, Jacques Cousteau and National Geographic, among others.

One of the Food N' Me games, "Smash Your Food" , was one of the top winners in the Apps for Healthy Kids contest First Lady Michelle Obama's "Let's Move!" campaign targeting childhood obesity by fostering nutrition, and healthy lifestyles.

Developed for kids ages 5-12, Smash Your Food is a literal blast. A guessing game bursting with realism and surprise, the game lets children explode a milkshake or a burger- complete with hyper-realistic splats, gurgles and kapows. The kids pick a food - each known to contribute to excessive calorie consumption and obesity - guess how much sugar, salt, and oil it contains and pull the "Smash Lever" to watch it get pulverized into a gooey gloppy mess. Who can resist watching things explode?

The food then drips into three jars as actual measures of sugar, salt, and oil, letting kids figure out how accurate their guess was. The game shows a chart that illustrates the difference between what someone of their gender, age, and activity level needs in a meal, and compares it to what they are actually getting.

"Smash Your Food is a compelling, fun way for our children to get important health information while having a blast," said Marta De Wulf, Nutritionist and Co-Founder of Octave Media. "Best of all, there's no mess to cleanup!"

"Smash" crushed hundreds of national submissions judged by leaders in computers and games including Mark Pincus CEO of Zynga, Steve Wozniak, co-founder of Apple Computer, and representatives from the U.S. Department of Agriculture. Developers were challenged to "develop fun and engaging software tools and games that drive children, especially tweens (ages 9-12) - directly or through their parents - to eat better and be more physically active."

As you can see in the lovely photo, Frederic and Marta were recognized at a White House awards reception on September 29th.

Shown left to right are Aneesh Chopra, White House Chief Technology Officer, Marta and Frederic De Wulf, FoodNMe, Health and Human Services Secretary Kathleen Sebelius and Agriculture Secretary Tom Vilsack .

Way to go, guys!

Are You Building A Paycheck or An Asset?

Wed, 29 Sep 2010 11:30:49 -0800

One of the most important decisions you will make on your entrepreneurial journey is whether you intend to build your business as a paycheck or an asset, a concept introduced to me by graduate client Fred Janssen. Look closely at your behavior and consider within which camp you fall. Of course we all want paychecks. Yet, to build a sustainable flow of revenue, you need to look beyond the next one!

Building an asset is a long-term goal that requires a new set of behaviors and a new outlook.

When I help clients build their business into an asset, we are:

* Positioning them as an expert;
* Creating intellectual property;
* Selecting the most qualified clients and referral partners; and
* Investing in the right infrastructure that supports a growing business, including business development techniques, supplies, and team members.

When you're building a paycheck you are putting a finger in the dyke, looking for next buck. An example is the "consultant" who keeps one eye on the job boards. People stuck in this mindset are so focused on the need for money that they resent every dime spent on their business, whether it goes toward buying a new printer, attending a conference, or paying a professional writer or web designer.

The wonderful children's story "Anno's Magic Seeds" (Mitsumasa Anno) details a man given two magic seeds which when eaten, keep you full for a year. For many seasons he plants one seed, eats one seed. Finally he thinks ahead, and skips the meal one year so he can plant two seeds. His output doubles exponentially in the following years. Investing in your future creates self-generating sustainability.

Assets support businesses that are sustainable - and those are the ones with whom I LOVE to work. These generate highly remarkable, referable work for me. I believe they help my clients create highly remarkable referable work themselves, as well.

Sell Your Result, Not Your Process

Tue, 07 Sep 2010 08:07:12 -0800

Salespeople and crack negotiators know success comes from knowing your audience, sensing its needs and then meeting (if not surpassing) them.

Too often in talking about our business to clients we get bogged down in the details of our process, which takes us off the topic, i.e., what they need and how you will be the best one to deliver it.

While you naturally find your unique work process - which took untold hours to forge - fascinating, clients are likely to find it confusing. They don't need a private factory tour of your brain or office - they need to know what's in it for them.

When you or I buy a pair of jeans, the sticker price you're paying has less to do with the factory stitching and everything to do with the fact that our butt will look good.

In short, remember it's about them, not about you.

Telling clients what every piece of your process costs you only invites them to do the math to figure out what your profit margin is. You'd rather have them think about the priceless results you offer.

I always stop my clients when I hear them say things like I charge $xx per hour," or "I help everyone calm down and get along." The first is too specific, which only encourages comparison with your "competition"'s rate, and the second is too vague. More importantly, these are both "how's" and not "what's". Your result should be a highly desirable "what".

What is your unique result? That is for you to determine. For example, in my business, I sell acceleration and increased revenue, not coaching programs or hours of consultation across the table with me.

Selling results rather than processes will make your clients sit up and take note of how indispensable you are.

Three Steps to Success: Video Blogs with Hugh Blane

Sun, 20 Jun 2010 12:38:03 -0800

Can everyone be an entrepreneur? If you think you're ready, how do you transition into entrepreneurship? Or, if you don't want to go solo, how can you become more entrepreneurial in any work situation? In these informative video blogs, Hugh Blane, President of Claris Consulting, and a graduate client, interviews me about tips for entrepreneurial success. We talk about three crucial steps to improve your self-knowledge and communication while paving the way to successful entrepreneurship.

Case Study: MosierMcCann - Spending Smarter

Wed, 02 Jun 2010 09:25:29 -0800

Welcome to Another Exciting Installment in my Case Study Series - where you get an insider's view as clients share in their own words what they've learned in our work together, and accomplished as a result.

Joli Mosier and Jordan McCann are co-owners of MosierMcCann, a project management firm that "provides resourceful, accomplished professionals for contract engagements." One lesson they discuss is that, for them, contracting out specialists instead of hiring a host of full-time employees effected a quantum savings in time, money and effort, streamlining their workflow and their budget.

"She saved us tons of money immediately."

- Jordan McCann

Q: How did you meet Lenora?
Jordan: I met her at a charitable event, through a mutual business associate. I then introduced her to Joli.

Q: What did you work on together?
Jordan: I learned that Lenora focused on business development, which was very important to us. During the previous year, we had been building the infrastructure of our company with more traditional solutions, by adding staff. We were paying out a lot of money, but we weren't seeing the results we wanted. Lenora was a great resource to bring in - the objective person who could help us gain a different perspective and see more clearly what was not working for our type of business.

Q: What was it about your work with Lenora that you found particularly effective?
Joli: Lenora brought in needed objectivity, as well as expertise. She was a fresh set of eyes, coming in from the outside.
Jordan: Almost immediately, she identified the key pieces of the puzzle - the personalities and processes - and how they would fit together best. She showed us how to get the work done by playing to our strengths and experience. Joli and I have always collaborated, but Lenora taught us how to divide the responsibilities, so that each of us was working toward our particular strengths. She taught us to divide and conquer while keeping a collaborative environment.

Q: What impact has working with Lenora had on you personally?
Joli: I enjoyed validation that Jordan and I could divide the business. We still keep one another involved, but there's a relief in letting go that is personally valuable to me.
Jordan: It taught me how important it is to have an outside, objective perspective. It's possible to get too close to your business. That doesn't detract from what we bring to it, but an outside influence is critical. It also taught me that it was okay to hire specialists, rather than adding more employees, to handle certain functions of our business.

Q: And professionally?
Joli: She helped to clarify where we need to be involved, how to prioritize and encouraged us to take immediate action. We learned lessons about delegation that we continue to apply today. We often refer to elements of her guidance.
Jordan: We have a smarter work flow and structure for the business, utilizing specialists instead of bringing on more people. When I think back, it had a huge impact. We even went back to just Joli and me. It was a huge savings - a huge opportunity to hit the reset button and use the great concepts we'd learned from Lenora.

Q: How would you describe Lenora's professional skill set?
Joli: She has a great balance of warmth and professionalism.
Jordan: She's extremely professional and appropriate. She sees from day-one what we see only later, but she's patient enough to let her clients come around in their own way and at their own pace.

Q: What did you find qualified Lenora for this kind of work?
Joli: She has a unique quality to not just find a solution from a traditional aspect. She adapted to our environment and how we see things. She customizes her thinking based on the client's needs.
Jordan: Her experience, coupled with her natural intuitive sense in business. She knows how to connect with people, and combines that with experience and a good depth and breadth of knowledge.

Q: Is there anything Lenora provides that you feel you can't get elsewhere?
Jordan: Again, it's her personality and experience.

Q: What are some individual words you'd use to describe Lenora?

Joli:

Connected.

Networked.

Insightful.

Innovative.

Jordan:

Warm.

Professional.

Expert.

Resourceful.

Creative.

Confident.

Q: How would you describe "the bottom line" (i.e., net result) of your work with Lenora?
Joli: She brought us back to what was really important to us in our business. She provided clarity and brought us back to our basics, our fundamentals of the brand of our business.
Jordan: She saved us tons of money immediately. Everything went in a direction that created huge savings. We did it with confidence, and felt like we were doing the right thing. And things happened very quickly. She's very efficient, but understood that we were balancing many complex issues. Lenora displayed the utmost respect for that and gave advice from a positive perspective.

Q: Is there anything you'd like to add?
Joli: She really helped us move from order-taking sales to a consultative sales model. She helped articulate some fundamental successes that we took for granted. By observing how we would handle a sale, she was able to help us name a key brand and benefit. She was able to specify the division of responsibility based on our skill sets, and that took us to another level.
Jordan: That's it.

What is Your Secret Sauce?

Tue, 27 Apr 2010 00:01:01 -0800

When potential clients are deciding whether to hire you versus someone else, there is one thing they need to know that can clinch or collapse the deal: your Secret Sauce.

I'm not talking about your prized BBQ rib rub (though if you have one, feel free to post); I'm talking about what makes the experience of working with you unique from others in your field. It might also be described as your "desk side manner". Are you available for regular consults? Are you independently decisive or open to new ideas? Are you blindingly quick or methodically thorough?

For Burger King, who had an actual Secret Sauce, their experience concept was "Have it your way, special orders don't upset us." What's yours?

Of course, in order to describe your Secret Sauce, you first need to discover it. Many people have difficulty seeing their own attributes. When I ask my own clients about their Secret Sauce, the immediate response is all deliverables: "I am a realtor," "I do operations consulting," and so on. That tells clients the bare "What" but not the critical "How" of your work, which clues them into what kind of an interpersonal fit the match makes.

I like to interview my clients' former customers to reveal the Sauce ingredients, asking questions like "What has the impact on your work been? What results have you seen? How has it changed your business? How has it changed YOU?'

The results are often surprise my clients, who discover the personal skills their customers most value.

Bottom line: If you can't talk about the Secret Sauce, you risk being turned into a commodity and having it become about cost, leading clients to say "I found someone else who does that, and it's cheaper." If you have spelled out your Secret Sauce clearly, and it fits the client's needs, the client will think instead, "No one else is doing it quite like this," and have no choice but to hire you!

Why the Ten Commandments Will Save Your Business

Fri, 02 Apr 2010 11:25:28 -0800

One of the first homework assignments I give my new clients is also the most crucial - to write their "Ten Commandments". Most people's reaction is "Oh, yeah - you mean the ten promises I will make to my client, right? Wrong. Well, half wrong, anyway. The Ten Commandments are inviolable deal-breaking promises - but made to yourself, not your clients.

They are the bottom-line requirements you set about the clients you choose to take on. As an entrepreneur, it's very important to screen IN the right people so that your investment in building a sale with them, a.k.a., "a relationship", is going to be the result that you were hoping for. In creating this list, you are crafting situations to allow yourself to prosper and do your best work.

Nine times out of ten, when an entrepreneur gets caught in a messy situation loaded with bad juju, it stems from having ignored a commandment by choosing a client whose core values clashed with his/her own. In contrast, when you share common values there's no situation so awkward you can't work through.

As an outsourced sales and marketing consultant, I learned the hard way that my first client was an unreliable payer - not just with me, but everyone he worked with. I travelled all the way to Taiwan to oversee a new product development and after and hour and a half meeting, the production team said, "We'll get started on it - as soon as you pay what you owe us from the last job." That was an important lesson to learn. I like to say the TCs help you separate the prospects from the suspects.

There may be times, especially when starting out, when you are tempted to gloss over a commandment or two, afraid to let the client slip away. Be strong; the job fee will not cover the energy you spend repairing the consequences of a bad situation - instead, focus your attention on finding the winning prospect coming your way.

Your list may cover working conditions, client personalities and values, payment procedures, or anything that, if missing, would really make you miserable.

As an example, here is the latest version of my list.

My Ten Commandments

1. I must work with the owner or founder of the company.
2. I must be in control of the process.
3. I must be paid for the value of my contribution.
4. Pre-engagement time for prospects must be limited.
5. The client's level of intelligence and talent must be high.
6. The client must be ready to integrate the work we are doing into their lives.
7. The client must trust me.
8. The client's partners (in business and/or life) must be on board with the process.
9. Our work must result in measureable, sustainable revenue for the client.
10. The client must have a high emotional intelligence, in other words, play well with others.

"My results have been exactly what I hoped would happen."

Thu, 03 Jul 2008 16:12:03 -0800

Today, I'd like to highlight the case of Michael Birt, who created a truly unique and fulfilling role for himself. Please read on to hear of his experience in our work together...

Michael P. Birt, Ph.D.; Executive Director, Pacific Health Summit; Director, Center for Health and Aging
The National Bureau of Asian Research

Q: Why did you choose to work with Lenora?
A: Lenora was recommended to me by Brian Walter, who I had met through the local chapter of the National Speakers Association. When I started thinking about developing my own business, I asked Brian for a coach recommendation. He was as emphatic as anyone I have ever met when he said, "I guarantee that Lenora Edwards will be a great person for you to meet. I guarantee it." I called Lenora, we met a few days later and, over coffee, she explained her process. She talked about how we would work together in a way that was tailored to fit exactly what I wanted and needed. As soon as I heard her describe the process, I knew that it was exactly what I wanted. I called her the next day and said let's move ahead.

Q: What was it like working with Lenora?
A: When we began working together, I was really ready to do something. I wasn't quite sure what it was, but I absolutely knew that I didn't want to spend a lot of time in an indirect process. Our work together is direct and always problem-focused. When I'm looking to tackle a problem or plan something new, I know that I can work with Lenora to pinpoint exactly what I need to do and develop a plan...and then it's up to me to implement the plan. I love the energy and the intensity of that focus.

Q: What are Lenora's qualifications?
A: Lenora is uniquely qualified to do this work because of her varied life experiences and her own business success. I didn't decide to work with her based on a credential or title. What convinced me to pick up the phone initially was the recommendation from someone I respected, but what convinced me to hire Lenora was my belief that she really knew what she was talking about. Once I started working with Lenora, I quickly realized that she is a capable professional with success as her foundation and that's what I wanted. She's sharp, dependable and very responsible. And she delivers results.

Q: What else does she bring to the table?

A: Lenora is very perceptive and a good listener. Because of her varied perspectives, she helped me see the trends and issues that affect me personally but also to see opportunity from a larger viewpoint. It helped me to recognize that some of my issues were also shared by other entrepreneurs. Ideas that worked for them could work for me as well. She used examples and insights from her own life that made our professional relationship all the richer for it. Her approach is a step-by-step process and she paces it well by not going too fast or, if you're in a hurry and can keep up, not going too slowly.

Q: How have you benefited by working with Lenora?
A: I have a clear sense of who I am and what my strengths are so I can focus my energy more effectively. And, as my staff has grown in numbers, I think I've become a better manager as well. I've always had the ambition, but Lenora's process and support has given me the means to realize those ambitions in a steady and dependable manner. My results have been exactly what I hoped would happen. And it's not the end. I continue to work with Lenora as new ideas and opportunities come my way. And out of this great professional relationship has come a great friend--for me and my wife. You can't do better than that!

"She's probably the most intuitive person I've ever met."

Thu, 15 May 2008 06:31:27 -0800

Meet Larry Kaminer, President, Femme Safety...

Q: What led you to work with Lenora?
A: I was referred to Lenora by Alison Whitmire, our young company's primary advisory board member. Alison has worked with Lenora extensively and recognized that I needed someone to help me take what was clearly a viable business that had gone beyond proof of concept to the next level. I did not have the clarity to reach the market efficiently and was running out of steam. Alison recognized that.

Q: Tell us about your first encounter with Lenora.
A: The thing that impressed the most during our first telephone call (which lasted an hour) is that besides being an exceptional listener, she is conceptual thinker and someone who grasps a business model in no time. I realized that during that first call she already had a very strong idea of where I was, what my challenges were and what needed to be done. It was so obvious that she'd been coaching for a long time and "rehabilitated" a lot of "Larry" type situations. I hired her immediately.

Q: How would you describe the impact working with Lenora had on you personally?
A: Huge. She very quickly had me understand why despite the clarity of my broader vision I was running out of energy and feeling frustrated; with all good intention, I was heading in the wrong direction and did not even realize it! Once she got me back on track, my passion and motivation returned immediately.

Q: How about on your company?
A: Again, it all had to do with focus. Lenora helped me gain clarity on where I needed to invest my time and energy and that shift in mindset and vertical concentration bore fruit immediately. The business is growing; I am busier than ever and enjoying every minute of it!

Q: Tell us more about your impressions of working with Lenora.
A: She's the consummate professional and probably the most intuitive person I've ever met. Her previous work experience clearly gives her insight into nearly all aspects of a business: marketing; business development, managing people, strategic alliances; the whole lot. All these factors come together synergistically in her coaching style. It's almost like having a focused and highly motivated business partner at your side.

Q: Anything more you'd like to add?
A: Lenora doesn't operate in a vacuum. She consulted with experts in various target markets to buttress her recommendations before advising me to make what were very large shifts in vertical focus. She also has a very strong professional network of clients and associates and I have been pleasantly surprised by the benefit of being introduced to them. It's a fringe benefit. Her relationship with you doesn't end when the coaching ends.

"I have total trust and confidence in Lenora."

Tue, 06 May 2008 19:54:55 -0800

In the 4th installment in this case study series, I'd like for you to meet Randy Kim, Owner, R.W. KIM & Company (Financial Planning & Wealth Management)

Q: What led you to work with Lenora?
A: After thirty years of being in the corporate world and in the same industry, I wanted to go into private practice. I wanted to create an entirely new and unique business model. I had a lot of previous exposure to industry coaches with marketing and branding expertise as well as practice and organizational management skills. I wanted an outsider's perspective....something different.

Q: What did you work on?
A: I began working with Lenora to hone my business model and brand.
Lenora's work with me was very personalized, not a class where one size fits all. It was customized to focus on achieving a few specific goals. I was a good student. Everything she gave me I took seriously and I did my homework and came prepared.

Q: What has been the impact of your working with Lenora?
A: I believe I would have been successful regardless. But I know that our success has happened faster and it's been easier and more enjoyable.

She's also provided access to a wealth of resources, through her Roundtable and Study Group, for example. It's like a virtual Board of Directors with whom I can consult.

Q: How would you describe Lenora's professional skill set?
A: I have total trust and confidence in Lenora. I don't expect her to know the answer to every question, but the resources that she brings to me through all the people she has access to are great. And I think her countless experiences with other business owners has given her tremendous insight. And, unlike a lot of the material you get from a textbook, her techniques are tried and true.

Q: What's it like working directly with Lenora?
A: I feel she genuinely cares about me and my practice. I know she doesn't take on everyone; she's selective, as she should be. I like to work with people who are good quality human beings--people with integrity. I like to uphold these values in my business and personal life, and I believe Lenora does too.

Q: Anything you'd like to add?
A: Perhaps a bit of advice to anyone considering hiring Lenora: Every business is cost-conscious, but it's vital not to be so cost-conscious that you miss great opportunities. The investment I made with Lenora has been the single most profitable investment in my practice. But more important, it's returned tremendous value to us in terms of quality of life.

"I easily got the value of the full coaching fee back many times over...within months."

Mon, 28 Apr 2008 20:25:42 -0800

Welcome to installment number three of my Case Studies Series, shared with you in interview format. Please read on where, in his own words, Brian Walter, describes our work together and its results:

Brian Walter
Extreme Meetings
Communications Consultant and Corporate Humorist

Q: How did you meet Lenora?
A: A friend of mine--a VP in advertising--knew Lenora and told me, "Your energy and hers are so similar, you've got to meet." And we did, a short time later. I was impressed enough to hire her.

Q: What were the first sessions like?
A: Lenora first helped lead me to recognize the true nature of my business. I didn't consider myself a consultant, but, rather a combination speaker/writer/performer/infotainer. She convinced me that I was, indeed, a consultant and that I should charge accordingly. Today, I proudly call myself a consultant and I'm paid well for my contributions to businesses such as Microsoft, Starbucks, Pitney Bowes, Genentech and many others.

Q: How did the process develop?
A: What I really liked was how Lenora's coaching was so customized to me and my needs. It's not some A-to-Z, 10-step program that's the same with everyone no matter what they need. Instead it speeds up and slows down--and takes some twists--to get you to your goal.

I have never had any more robust conversations about what I do than with Lenora. The things I learned during our sessions I could take action on immediately. Sometimes the desired results came right away while others came later, on the foundation that Lenora and I had built together.

Q: What are some of these foundational ideas?
A: Here's a quick list:
--Being clearer on my value proposition
--Being clear about my brand and how to articulate it with confidence
--Expanding my offerings
--Charging more for my work while enjoying it more
--Building a more efficient sales process
--Collaborating more effectively with my business associates

Q: What about the cost?
A: When some people consider hiring Lenora, they say, "Ooh, that's a lot of money." But the simple fact is, working with Lenora pays for itself. I EASILY got the value of the full coaching fee back many times over...within months.

Q: So it sounds like you'd recommend her services to others.
A: Not only would, but have--many, many times. And it's gratifying to find out later, after the clients I've recommended have gone through their sessions, that they continue to keep in touch with Lenora. It's because Lenora really cares about their success and they want to share it with her.

In fact, I myself continue to be a client on occasion, hiring her to help me get the most from new opportunities.

"During the year I worked with Lenora, I increased my revenue twenty percent."

Sun, 20 Apr 2008 15:21:52 -0800

This is the second installation of my Case Studies Series, shared with you in interview format. Please read on where, in her own words, Linda Keith, CPA, describes our work together and its results:

Linda Keith, CPA
Helping Lenders Say "Yes" to Good Loans
Web site: www.lindakeithcpa.com/

Q: How did you meet Lenora?
A: She was recommended by three colleagues, all of whom were associated with the National Speakers Association.

Q: What did you do together?
A: We did a three-month, business coaching process. We met once a week, although when I was out of town my staff person met with her, so she ended up helping the entire company, not just me personally.

Q: What was it about your work with Lenora that was particularly effective?
A: What I needed and what she provided was the ability to work through the many options in my business at that time. She helped me winnow them down to those on which I should really focus.

I'm much clearer about the direction I want to take. I have less to do and more time to do it. The unexpected bonus was better defining the roles of my staff person. I was able to delegate more of what I had been doing and take on more of an oversight position. That was a huge relief.

Q: You mentioned that working with Lenora had benefits for the entire company. What kind of benefits?
A: Well during the year that I worked with Lenora, I increased my revenue by twenty percent. I sustained that level of increase the following year while laying the foundation for a major addition to my services and products mix. I now expect that new addition to double my revenue within three years.

Q: How have you benefited personally?
A: I have elevated myself from being a worker in my business to being the visionary in my business. Lenora helped me see that that was a more productive role than the way I had been running it. A direct result of that change in focus led me to a new idea that is going to make me a lot of money and provide better service to my clients. I would not be in this place if Lenora had not lifted my vision beyond the horizon.

Q: How would you describe Lenora's professional skill set?
A: I don't think in terms of professional skill sets. Lenora's depth and breadth of background brings so much to the table. She combines her business knowledge and her exposure to lots of different kinds of businesses with a counselor's ability to ask questions. She listens to answers, and then--well, I'm not sure whether she gently guides you in the right direction or just nudges you as you find your own way.

She's also driven to get her clients the results they need. So even though it wasn't always obvious to me where we were headed, she had an internal sense of timing to move us where we needed to be by the end of our time. You get the feeling that you're the only client she's thinking about all the time.

Q: What does your work with Lenora provide you that you can't get anywhere else?
A: Perspective. For 29 years, I was running my own show, charting my own course. There are few people who could just sort of step along beside me at my level and help me. And because she was so highly recommended by close friends, I was able to place trust in her quickly. Her reputation precedes her.

"She made my peas touch my carrots."

Sat, 12 Apr 2008 09:38:46 -0800

This is the beginning of a Case Studies Series, shared with you in interview format.

Please read on where, in his own words, Ken Boynton of Boyntunes describes our work together and its results:

Ken Boynton
Communications Consultant. Writer. Actor. Musician.
Web site: www.boyntunes.com

Q: Peas. Carrots...Huh?
A: When I first started working with Lenora, I was accustomed to presenting and positioning my talents and services individually. If a client wanted a voice talent, that's what I was. If they wanted a writer, I was that. I could provide different services, but I tended to keep them compartmentalized by client. Kinda like those takeout containers that separate your food Your beans from your rice. Your peas from your carrots.

Lenora recognized and illuminated for me that my talents and services were all related and could (and should!) be presented as a whole. Instead of marketing them individually, I started to present them comprehensively. When someone called me about, say, writing a script, they would be delighted and relieved that I also did voiceover work, and the scope of work would expand. I realized that clients are more interested in solutions than options.

Q: Besides vegetable metaphors, what else did Lenora give you?
A: Two big things: Awareness and inspiration. She taught me to recognize opportunities that I may not have seen before, and helped me to capitalize on them. She even told me about areas that she felt fell inside my expertise, but I had never considered adding as services. Today, those previously undiscovered gems are a big part of my business. Plus, as part of that discovery process, Lenora really stoked a fire in my belly. I became more enthusiastic about finding ways to grow and do more interesting things.

Q: "Artistic, creative types like you aren't generally known for their acute business sense. Did Lenora help out on that account?
A: Well, I've been an independent business person for twenty years, and have always done pretty well. But, it's true...I do come from the "art" side. I'm not a typical corporate guy. But one of the greatest things Lenora does is that once she finds where your passion is, she is amazingly adept at helping you turn it into satisfying, income-producing work.

Q: What was it like for you to work with Lenora?
A: You're always on her mind. She's constantly on the lookout for ways for her clients to get ahead and help them achieve the results they're after.

She asks questions, which you answer in the way that you always have answered them. Then she uses those answers as a mallet to crack your head open and get to the deeper answers. Then...she takes those deeper answers and challenges you with them. The result is that at times working with her is frustrating, at times it's a little scary, and at times it can be maddening. And that's how it should be.

Q: Would you recommend Lenora to others?
A: I already have, to about 15 other people. And everybody who jumps in and commits fully has achieved great results. The only time I've seen somebody not see huge positive changes is when they merely gave lip service to her suggestions. So if you're really ready to commit...sign up and fasten your seatbelt.

The Reluctant Coach

Fri, 21 Sep 2007 16:41:48 -0800

I am not a formally trained coach--nor am I college-educated. As I have never been fond of structured learning and prefer the experiential route, the best way for me to get it is to JUST DO IT.

Cruising with Clients

Sat, 08 Sep 2007 21:14:33 -0800

I've been an executive member of the World Trade Center Seattle for over three years. I like belonging there because, like my business, the treatment they give is very personal. They have world class hospitality and everyone there remembers your name!

Welcome

Thu, 26 Apr 2007 11:47:03 -0800

Welcome to my new website! It has been about three years since my site was originally launched and I wanted to make sure that I walked my marketing talk by keeping my image up to date. Toward that end, you'll see that my logo has become a bit more ego-centric and beautifully designed by Nancy's Schulte's Talizon. And, you'll see an updated list of clients and some testimonials that make me blush.

Another addition is this blog. Something that I've been hearing over the course of my coaching career is , "You should write a book, Lenora." Well, this is probably about as close to that as I'm going to get! Those of you who know me well know that I resist making recommendations to clients in the form of "proven systems." My style is much more anecdotal, and I believe that sharing these stories can influence the way an entrepreneur goes about creating his or her own sustainable business.

While I promise not to bore you with what I ate for dinner last night, I will share with you what I hope are meaningful lessons (a.k.a. "moments of truth") that arise in my coaching practice that is based on my commitment to building a community of entrepreneurs who prosper financially from doing what they love to do.