Sometimes your client or potential client needs to fail before you can help him. That was a difficult lesson for me to learn, but has proven to be an important one. And if you’re going to be successful in the service industry, you better learn this one, and fast. Earlier in my career as a consultant, I would try to argue and convince my clients of a course of action that I thought was best for them. Most of the time my advice became strategy or a tool that eventually brought results. But from time to time I encountered, and still do to this day, people who believe they know more than I do and decide that their solution is preferable to mine. As a consultant, this know-it-all attitude has always puzzled me. After all, if you know the “what” and “how,” why hire me in the first place? In…

Success doesn’t happen in a vacuum. It happens in the context of relationships. I don’t believe there are any self-made people. Along the way, successful people intersected with those whom saw glimpses of potential and helped them to discover, nurture and deploy the skills that eventually got them where they are. I know that’s how it happened with me. While the definition of “success” varies wildly, I consider myself successful: I have a strong faith, a great family, a viable business, and friends the world over. But I didn’t get here on my own for sure. There’s no way I could name on this post those who have made a difference in my life. But they fit 4 different relationship roles that have helped me succeed. The coach. These are the teachers, coaches, trainers who believe in my abilities when I didn’t even believe myself. I remembered I teacher in…