Many people forget this to their detriment. As a result they are perceived as overbearing, heartless, or inconsiderate. Communication, marketing and outreach efforts backfire, generating more animosity than good will. Take, for example, the recent situation in Japan where several restaurant chefs earned one or more Michelin stars, one of the culinary world's great honors. But, the chefs say they cook for their customers, not strangers - and they don't want the attention.  Michelin may have assumed the recognition would be welcome - if they did, they were wrong.

This came up in my recent post on WashingtonPost.com. I discuss the disconnect and how to correct it: by taking the time to listen to the stories of valued clients. Stories convey more than information. Storylistening, as I like to call it, builds trust, increases rapport, and makes known more about what your customers value than what they will come right out and say. That's because stories are replete with indicators rich with meaning, if you know what to look for.

I listen to a lot of stories in my work.  Many of my clients ask me to determine emerging trends or spot opportunities. As a result I conduct interviews regularly. They are short sessions, 15-30 minutes, but the value harvested can be taken to the bank. I learn what others value, and that makes all the difference.

Executive Seminar fundraiser: Driving Growth in a Sluggish Economy

I will be sharing strategies and tactics for building and expanding business share in our challenging market  at the Washington DC Board of Trade, Thurs, Dec. 9, 7:30-10:00 am. 100% of proceeds will benefit Columbia Lighthouse for the Blind, a DC organization dedicated to helping the visually impaired achieve independence. I serve on the Lighthouse's advisory board and am proud to invite you to attend in exchange for your tax-deductible contribution:
    $250 donation - 1 ticket
    $500 donation - 3 tickets
    $1,000 donation - up to 6 tickets and sponsorship with recognition at the event
Send me an email to RSVP or request more information.