Helping You Achieve Business and Personal Success
The great and glorious masterpiece of man is to know how to live to purpose.

  -- Michel Montaigne
Click on a program to view description.
The Professional Services Marketing Coach


There is no magic, one-day training solution for marketing--it takes time, effort, and accountability to become a rainmaker. Learn how The Professional Services Marketing Coach can help you increase your market share through a combination of training, coaching, and performance management.
The Five Star Client Service System


Nearly 70% of clients leave because of a service issue, but most of them will never tell you. Learn how The Five Star Client Service System can help everyone on your team achieve a level of service that retains your clients and sets you apart from your competitors.
The Leadership Institute



Leaders grow over time. The Leadership Institute combines classroom learning, coaching, personal development planning, special projects, and performance management in a twelve-month program to grow the leaders of your firm.
Maximizing Personal Effectiveness


The 30-Minute Series

This series includes over twenty-five mini-workshops, each thirty minutes long and available in any combination. Each has an opening activity, presentation, and content application.
The Care Factor Workplace


A Practical Guide for Earning the Commitment of Your Employees

Highly engaged employees contribute nearly 60% more effort than unengaged employees. They care about their job and their organization. This practical guide is full of tips and tools for achieving the twelve "Building Blocks" of employee engagement.
DiSC


is a fast, painless, economical, and fun way to learn how you communicate with others, and how you can improve your effectiveness with your staff, your partners, and your clients.


Keynotes, Seminars, and Workshops

Most of these presentations can be tailored to meet your scheduling needs as keynotes or as workshops in 1/2-day, 1-day, or 2-day formats.



Click on a program for more information.
Business Development

The Five Star Client Service System

Nearly 70% of clients leave because of a service issue, but most of them will never tell you. Learn how The Five Star Client Service System can help everyone on your team achieve a level of service that retains your clients and sets you apart from your competitors.
The Professional Services Marketing Coach

There is no magic, one-day training solution for marketing--it takes time, effort, and accountability to become a rainmaker. Learn how The Professional Services Marketing Coach can help you increase your market share through a combination of training, coaching, and performance management.
Communication Skills for Marketing
Gaining the trust of clients and prospects requires strong communication skills. Participants will strengthen their listening skills, practice describing the unique value of their services, and learn to introduce themselves in a memorable way. They will also discover their own communication style, and learn to adapt to others’ styles
Developing Referral Sources
Referrals are the lifeblood of most professional services firms. Participants will learn the basics of referral networking, identify referral sources, explore a variety of strategies to develop referral sources, and develop scripts for referral meetings.
Selling Skills
More sales are lost because no one asked for the business than for any other reason. Participants will learn how to confidently and effectively close, as well as practice each step of the selling process, including identifying and qualifying prospects, discovering needs, and keeping the sale “sold.”
Focusing on the Client
Delighted clients are the source of expanded business and referred business. Participants will develop strategies for cross-selling and cycle selling, learn how to ascend the “value ladder” with their clients, and identify opportunities for providing Five Star Client Service.
Consulting Skills for Marketing
Professional service providers also need to be consultants. Participants will improve their questioning skills to establish trust, learn needs, heighten awareness of issues, and identify the benefits of solutions.
Winning Presentations
A good presentation creates interest and improves the credibility of the professional. Participants will improve their skills in four settings: formal presentations, ad hoc presentations, workshops, and proposals.
Leadership Development

The Care Factor Workplace
A Practical Guide for Earning the Commitment of Your Employees

Highly engaged employees contribute nearly 60% more effort than unengaged employees. They care about their job and their organization. This practical guide is full of tips and tools for achieving the twelve "Building Blocks" of employee engagement.
Maximizing Personal Effectiveness
An Empowering Organization
Empowerment doesn’t mean giving away the company—it means increasing ownership and accountability. But, it only works when the leader, the employee, and the organization are aligned. Through a short assessment and gap analysis, “An Empowering Organization” explores how ready the participants’ organization and leadership are to increase employee decision making authority. Discussion includes what changes in management practices, culture, structure, and processes can help achieve the goal of distributed decision-making and a greater sense of employee “ownership.”
Building an Entrepreneurial Environment
Entrepreneurship within an organization is good—it creates new processes, products, services; or bad—it can be divisive, expensive, and out of control. “Building an Entrepreneurial Environment” focuses attention on the “internal” entrepreneur. Participants discuss the personal and organizational elements that make internal entrepreneurs successful: the person, the goal, the environment and the timing; and how they, as leaders and key stakeholders, can affect each element.
Coaching and Mentoring
Most successful leaders owe their success, in part, to someone who advised, counseled, or inspired them. “Coaching and Mentoring” offers a simple coaching model to help participants coach others: get agreement to make a personal change, jointly develop a change plan, provide support, and reinforce the change. This module also emphasizes the critical role of mentoring by defining mentoring skills, assessing participant skill levels, and committing to establishing a mentoring relationship.
Delegating
Delegating is something we all know we should do more of, so why don’t we? Participants complete a delegation quiz to identify ways they can improve their delegating skills. The issue of authority is explored and participants are provided with an “authority scale” they can use in planning their delegations. Special emphasis is placed on two critical points: delegating is the single most effective tool for developing others, and not delegating is the best way for participants to cap their own careers.
Effective Communication
Communication is nearly always the number one item of concern in organizational surveys, and how well leaders and professionals communicate is a key measure of their effectiveness and success. “Effective Communication” provides three keys to getting messages across to others, whether in one-on-one conversations, in small group discussions, or in major presentations.
Ethics Alive
Ethics can be an empty, rote statement that has nothing to do with the true values of an organization, or they can be vibrant, living guidelines for how the organization really lives. “Ethics Alive” leads participants through a process of story-telling to illustrate how their organization’s “official” values can be lively, convincing examples of how ethics are a real force in their organization.
Giving Critical Feedback
Praising someone validates their value. But criticizing someone is actually your opportunity to increase their value. “Giving Critical Feedback” provides participants with an easy-to-remember process for making critical feedback objective, specific, and developmental: describe the behavior, describe the effect of the behavior, describe expectations for change, explore solutions, and follow up.
Goals that Matter
Goals only contribute when they support the real needs of your business. “Goals that Matter” introduces participants to a four-element blueprint for establishing line of sight with strategy: alignment, ownership, challenge, and measurability. Participants use their own organization’s strategic plan to craft supporting goals that meet these criteria, and assess the quality of their goals with each other.
High Performance Project Teams
Project teams are often the best people you have, brought together to deliver critical value for your organization. Participants learn what contemporary research reveals to be the top predictors for outstanding project team performance, and how these elements are remarkably similar to current employee engagement research as well as classic motivation theory.
How to Disagree—Agreeably
Disagreement is an opportunity for discovery and understanding in disguise, if it is approached effectively. “How to Disagree—Agreeably” identifies the typical communication mistakes we make when we don’t agree with what someone and provides a short list of suggestions for making disagreement an opportunity for discovery and understanding.
How to Encourage Innovative Thinking
Employees who think outside of the box are among the most valuable assets your company has. Is your environment one that promotes creativity? ”How to Encourage Innovative Thinking” starts participants off with a new, strategic mission assignment, and then compares their creativity to that demonstrated by some well-known companies. Finally, they assess how well their own organization establishes a climate that promotes innovative thinking, and how they can personally make improvements.
How to Hire Exceptional People
The most important decision you make is who you invite to become a member of your organization. But, it’s commonly the least thoughtful, prepared, or effective decision. “How to Hire Exceptional People” explains how to identify what really matters to your organization and make sure the candidate really brings it to the table. These steps are accomplished by defining the position and its critical competencies, requiring candidates to prove they can do what you need, and employing several viewpoints to help in a balanced assessment of candidates.
Implementing Change
Implementing a change that you did not originate can be difficult, and is especially difficult if you don’t agree with it. “Implementing Change” explores how managers can make change initiatives succeed by addressing resistance, maintaining high expectations regarding performance and support, communicating the vision of the change, protecting trust, and—above all—first getting on board themselves.
Leading and Managing
Organizations need both leaders and managers: leaders to create the strategy and managers to execute the plan. “Leading and Managing” emphasizes the importance of mastering the skills of both leadership and management. The module includes an assessment of how much participants focus on each skill-set in their current roles and a discussion of how the environment participants create can inhibit or enhance leadership and management effectiveness.
Leading Change
Your most important role as a leader is to change your organization—without change, you will fail. “Leading Change” begins with participants quickly sketching a change initiative; they compare their plans with seven common reasons change initiatives fail, and seven critical requirements for leading successful change. The module concludes with a representation of three elements that must be considered: the nature of the change, the magnitude of the change, and the time required for the change.
Making Tough Decisions
Decisions are tough when they involve complexity, uncertainty, and emotion. “Making Tough Decisions” explores why some decisions are harder than others, how we commonly react to these “tough” decisions, and recommendations for increasing confidence in decisions by following a rational process.
Management Teams
Is your staff really a team? Should it be? “Management Teams” acknowledges that management staffs are often not “teams.” The critical ingredients of a genuine team are discussed: shared goals and interdependence, agreed-upon roles and procedures, and behaviors that support collaboration and cooperation. Participants judge whether their own staffs are really “teams,” and how they can influence their staffs toward increased teaming.
Managing Your Emotions and Your Attitude
Joan of Arc wasn’t the only one who heard voices—we all do. The conversations we have with ourselves have an enormous effect on the attitude we take to work or home. “Managing Your Emotions and Your Attitude” is not the same as suppressing your emotions. Managing attitude means being able to understand the source of your feelings, control or minimize the conditions that cause them, and let them play out in non-destructive ways. Participants are provided with steps to identify and manage the emotional triggers that drive their attitude.
Negotiating
The conclusion of a negotiation with someone sets the tone for your next negotiation with that person. What will the tone be? “Negotiating” provides participants with a discovery process for negotiating that reduces the polarities of “winning” or “losing;” instead, emphasis is placed on identifying interests and ways of meeting those interests without surrendering critical needs.
Personal Organization
Things just seem to go better when you’re organized. But, organization isn’t just about being tidy or on time. In “Personal Organization,” participants are provided tips for setting priorities that maintain a healthy life balance, managing their space and environment more effectively, and techniques for budgeting time and controlling interruptions and other time-killers.
Planning Strategically
The same tools used in high-level, strategic planning are helpful for planning at any level of the organization. “Planning Strategically” explains eight core elements for strategic planning that help to establish clear direction, minimize risk, and ensure follow-through.
Roundtable Discussion
There are always questions and more issues to address. You can use the “Roundtable Discussion” to conclude the program by providing time at the end of the day to address unplanned participant questions, concerns, and issues, and provide additional discussion of the day’s topics.
Setting and Managing Expectations
Years of research demonstrate that holding high expectations of others actually does improve their performance. “Setting and Managing Expectations” translates over thirty years of research into a practical set of how-to’s for setting and achieving high performance expectations. Research in the “Pygmalion Effect” explains the steps for setting a proper climate, communicating positively, providing resources, and establishing accountability.
Strategic Planning
Strategic plans fail even before they’re packed into that big binder if the right conditions are not met. “Strategic Planning” lists six “ losers”—behaviors that sabotage strategic plans, and six “ winners”—key planning elements required for strategy to be relevant and implemented: process, realism, debate, alignment, accountability, and sustaining energy.
Structured Discussion
Structured discussion of a topic you select. The “Structured Discussion” takes place during a working lunch, and provides an opportunity to explore an issue important to you or your team. The topic is selected in advance of the program so that the facilitator is prepared to stimulate discussion of the topic by participants and to provide suggestions and best practices during the discussion.
Trusting Your Intuition
Making “gut” decisions is something we do every day, but how often have we heard it’s not a good idea? “Trusting Your Intuition” summarizes research in the accuracy and dependability of intuition. Participants learn how research supports the validity of intuition in decision making, and the limitations and pitfalls that accompany the use of intuition.
Picking Winners: Selection Skills for Leaders
No leadership task is more critical than hiring the right people. This workshop provides a step-by-step process to help you pick the right person.
Myths of Motivation
How do you motivate people? You don’t. Explore the common motivation myths and learn what leaders really can do to inspire peak performance.
Communication Skills for Leaders
Communication is the fundamental skill necessary for success in any role, and it is especially important for leaders. This workshop will build skills in listening, explaining, and presenting. You’ll also discover your own communication style, and learn to adapt to others’ styles.
Tough Conversations
Leaders periodically must say things they know others don’t want to hear. Here you will learn and practice the tools you can use in these difficult situations.
The Emerging Leader
Your new or prospective leaders will learn the basic skills they need to succeed in their new role: delegating work, giving feedback, setting goals, and managing conflict. They will understand the importance of both leading and managing. And, they will discover their own communication style and learn to adapt to others’ styles
Developing Others
One of the most important responsibilities of a leader is to develop others, especially for leadership roles. In this workshop you will sharpen your skills in the four developmental roles leaders play: teacher, mentor, delegator, and coach.
Organization Development

Strategic Planning: Top to Bottom
Strategic planning isn’t just for the boardroom. This workshop presents planning tools and ways to apply them to business planning at all levels.
Ethics: Building a Culture of Integrity
Emphasizing ethics in the workplace holds tremendous moral and practical benefit for leaders and managers. This workshop provides managers and team leaders with practical suggestions for making integrity an everyday part of their work group’s culture.
Leading Change: Vision and Execution
Leaders are change agents. This workshop provides leaders at all levels with practical tools and a step-by-step process for initiating and implementing change.
Team Development

Successful Conflict Management
Unaddressed conflict saps the energy from a workplace. Participants will learn and practice processes for assertively addressing conflicts with co-workers, team members, and bosses.
Meetings that Work
Meetings are like the weather: everyone likes to complain about them, but no one ever does anything about them. Participants will learn how to make their meetings both efficient and effective.
Winning Teams
Effective teamwork makes a big difference in productivity and profit. Participants will learn how to manage through the four stages of team development, and apply the four key elements for team success to their own work teams.
Tools for Improving Processes
Participants will gain skill in the basic tools for improving processes: data gathering, process mapping, charts and tables, after action reviews, and team communication.
Getting Results When You Are Not in Charge
The ability to work with others to achieve desired results is crucial—especially when you don’t have immediate authority to command their cooperation. Participants will focus on the key elements of getting things done when they lack authority: increasing personal power, influencing others, and building collaboration.
Newsletters
Click on year to view articles for that year.

2008

January 2008
Building Trust

March 2008
Trusting Others

July 2008
Gotta Match?

September 2008
Why Im Here

2009

January 2009
Anxious Times

May 2009
Letting Go

July, 2009
Tough Conversations

2010

For additional information contact Joe Fehrmann at 205.746.0322 | Email: jf@joefehrmannconsulting.com | © 2010 | Login