Suppose you work for a large pharma company that historically makes its profits from blockbuster primary care products, and you work in oncology. When you present your plans to the senior people, it’s evident that they don’t understand your specialty,… Read More »Persuasion and Influence: Competing for Internal Resources
In financial services, every firm has a process for making decisions about investments. The process is usually designed to ensure that there is due deliberation about decisions, and that no money manager is allowed to invest without periodic oversight from… Read More »Presentation Skills: Selling Your Process
I attended a family wedding last weekend, and the sister of the bride gave a great toast. I heard her round up her brothers as the cake was being served, saying, “Now is the time. Somebody has to say something.”… Read More »Public Speaking: Toasting the Bride
I just came back to work after dinner, where, over roast chicken and salad, my wife began to explain to me why some people try too hard. I felt obliged to listen, but I was also tired, and had consumed enough wine… Read More »Communication Skills: Listening for the New
Getting ready for Oscar night? I am, and some memorable speeches from the past come to mind. Gwyneth Paltrow’s highly emotional acceptance speech for her work in Shakespeare in Love was remarkable for her ability to verbalize in the midst of such… Read More »Effective Speaking: Oscar Night Speeches