All posts by Matt Norman

7 Principles for Leading When It’s Hard


I was confidently rolling through my day when I got an email intended for someone else. It was a strongly worded message criticizing my leadership, sent by a colleague who felt they’d been poorly treated. Seeing that felt like a punch in the stomach. And the discussion that followed was really hard. But, like many

What Will You Gain from Your Misfortune?


For me, each season brings a different focus. Fall is about starting. Winter is about persisting. Spring is recommitting. And summer is reflecting. This summer, I’ve been reflecting on wins and losses. On the business side of things, there have been heartbreaking losses this year. Just as it is with the defeats themselves, the reflection

When to Tell and When to Sell


Your customers have an education dilemma. On the one hand, they can easily learn (via internet and social networks) about what they want, how much it costs and where they should get it. On the other hand, they often don’t know what they haven’t thought to ask. A trend in selling over the past five

Why Relationships Require Harder Skills


Do you ever notice people’s relationship skills? How well they talk, listen, look, act and sound with different people? And how people respond to their behavior? I’ve been paying more attention to others’ relationship skills since my grandmother passed away this year. Eulogies and tributes can have a certain clarifying effect on what’s most important,