What do you do when a prospect says “no”?
What do you do when a prospect says no. How often should you keep following up? When do you give up and call it a day? The answer may surprise [...]
How to become distinctive…
You may have noticed we’ve been running Zoom sessions on how to get more clients in 90 days without pushy sales tactics. The feedback has been great. Which is lovely J However, [...]
Do you have deep compassion for your prospects?
When coaching people in sales, we stress the axiom, “I don’t care how much you know until I know how much you care”. We all want to feel heard [...]
5 keys to success in business
There are only 5 keys to success in business. You must have a clear problem you solve for a specific market Your market must know you exist. They must believe you can [...]
How to take charge of your sales pipeline
There are only two ways you can get new clients on board. One is to wait for them to find you. The other is to actively search them out. [...]
Why pre-meeting positioning is critical
You’ve got a meeting with a potentially high value prospect. It’s happening in a few days. What you do now to position yourself in your prospect’s eyes will make all the difference [...]
Why you should prospect…
Do you like prospecting for new business? Go on, be honest. If you’re like most of us you may well hate the thought of it. But that means you’re missing [...]
The myth of “build it and they will come”
I’m sure you’ve heard phrases like… “Content is king”. So you write articles, create videos, put posts on every form of social media in the hope that prospects will contact you and [...]
6 questions you should be asking yourself…
As we come out of lockdown and enter a new phase, none of us really knows what the new normal will look like. My name’s Rashid Kotwal. Here are some [...]
How client centric are you? And why does it matter anyway?
How client centric are you? And why does it matter anyway? We’re coming out of lock down, people are starting to look forward. Businesses are starting to wake up and look to [...]
Are you leaving money on the table?
Most of us have business sitting right under our noses. We just fail to see it. And it’s costing us big time. Did you know it takes seven times the [...]
What’s your post Covid strategy?
As we come out of lockdown and enter a new phase, what will that look like for you? Will it be more of the same or have you really thought about what [...]
Are you falling into this consulting trap?
A trap many consultants fall into is trying to sell the big enchilada. Business transformation. Improving leadership or company culture is another prime example. It’s intangible. It’s really hard to [...]
The ball is always in your court!
What a difference a few weeks make! Opportunities are everywhere. You just have to look and more importantly, take action! A mastermind member who deals with commercial real estate investment was in [...]
“The best question you ever asked me…”
The Chinese symbol for crisis denotes both danger and opportunity. Both of which we’re experiencing with the pandemic. My name’s Rashid Kotwal. Over the last few weeks I’ve spoken [...]
Crisis & Opportunity
The Chinese symbol for crisis denotes both danger and opportunity. Both of which we’re experiencing with the pandemic. While a lot of businesses have massively suffered, a significant number have found new [...]
When the going gets tough…
Agility, resilience, resourcefulness. The three hall marks of every successful person be it in business or life in general. And never more pertinent than in times like these. My [...]
How agile, resilient and resourceful are you?
Agility, resilience, resourcefulness. The three hall marks of every successful person – be it in business or life in general. And never more useful than in times like these. Agility in business [...]
How to delegate and get leverage…
As a leader do you ever find yourself saying any of this? Nobody can do it as well as I can. If you want it done right, you just have [...]
Leverage!
Leverage! Archimedes famously said, “Give me a lever long enough and a fulcrum on which to place it, and I shall move the world.” Ultimately, leverage is about increasing efficiency across the [...]
Are you outsourcing your thinking?
Are you outsourcing your thinking? Going with the flow. Letting others tell you what to think, how to act, who to support, what your opinions should be. Or do you [...]
When faced with adversity
When faced with adversity you have a choice. Hunker down. Close the blinds. Hope it’ll go away. Give up. Or… Look for opportunities. There’s always a silver lining. You just have to [...]
To call or not to call… that is the question
Should I call? Should I not call? Should I actively sell? Should I hang back? In the words of Henry Ford, “If you think you can or think you can’t [...]
Reaffirming your value…
It would be an understatement to say that the world’s in turmoil. So when confronted with a situation there are different ways we can deal with it. We can apply expansive or [...]
Opportunity or threat? You decide…
Right now we’re in the middle of the Covid-19 storm. And while we’re all battening down the hatches, at some point the storm will pass. And we need to prepare to be [...]
Are you choosing fear or expansion?
Right now the world seems to be going to hell in a handbasket. Fear and uncertainty rules. Having said that, you have a choice. You can retreat, bunker down [...]
Moving from chaos to order
Right now the world seems to be going to hell in a hand-basket. Fear and uncertainty rules. As a species, we crave order, structure and leadership. We can’t control everything that’s happening. [...]
Do you empower people?
What sort of leader are you? My name’s Rashid Kotwal. Over 40 years I’ve come across a wide variety of leaders. Some great, others positively toxic. I vividly remember one [...]
A crisis of leadership…
Fires, floods, now pestilence with Covid-19. In uncertain times as a population we’re uncertain, confused all the way to downright fearful. And this is exactly when we need strong leadership. At a [...]
Sleep with one eye open…
Fires, floods, now pestilence with Covid-19. We live in an age of disruption. So it’s not a case of if, but a case of when something unforeseen will come up. [...]
No man is an island…
In business there’s only so much you can do alone. Ultimately, your business will only grow if there’s leverage. Which comes from people. Sustained growth and profitability comes from staff who are [...]
Why your organisation’s culture matters…
Your organisation’s growing rapidly. How do you hire the right people? What should you be looking for? My name’s Rashid Kotwal. There are three predominant ways companies hire people. But [...]
As a leader you job is to…
When working with business leaders, we emphasise that everything starts at the top with your leadership. Leadership ultimately is creating a space where people want to belong. And you [...]
Why your organisation’s culture matters…
Did you know that an organisation’s core values and culture is one of the biggest determinants of its ongoing success? That culture permeates every aspect of your business and it’s your role [...]
Do you need a checkup from the neck up?
In business as well as life in general, one of the greatest predictors of success is your mindset. Something understood by every elite athlete. Talent will only get you so [...]
The Dreamer, Realist & Critic
Every business faces risks. Some you can control, others not. Either way you must have plans to mitigate them or risk oblivion. In our recent mastermind session, 20 mid-sized business owners discussed [...]
Starting with the end in mind…
Does your business provide you with short, medium and long term income? My name’s Rashid Kotwal. When working with growth focused business owners we emphasise it’s crucial to keep the [...]
How to set your priorities correctly….
Success comes through focusing on what’s important and getting it done. One of the most important concepts in business is the Pareto Principle or 80/20 rule. Where 20% of your efforts will [...]
Are you charging enough?
Do you believe your clients buy on price? So you feel you have to keep your prices low to win the deal? Or that they’ll negotiate you down hard? My [...]
Please… walk a mile in my shoes first!
All sales involve taking buyers on a journey from where they are now to where they want to get to. When working with business owners we drum into them that no one [...]