Five Questions for a Strong End to 2015

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It is often said, the best coaches ask the best questions. This principle works with what has been called self-coaching too. As we turn our attention to year’s end and the holidays, here are five questions to help you refocus and pursue what is most important to you. Grab a coffee and consider answering one question each day over the next few days, alone, or with a loved one or friend.


Question: If you suddenly woke up and had no fear or anxiety about the usual things that you worry about…

What would you do today? _______________

The rest of the year? ____________________

From this day on? ______________________

Click Here for Questions 2-5


Is Your Illusive Goal A Paper-Free Desk? These two tips will get you there.

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The Goal

A desk completely free of paperwork and folders has been my illusive goal for many years.  While the coming of the digital age certainly helped reduce my paper load, there are always time-sensitive, physical files and supportive documents that have to be stored somewhere, at least temporarily. Scanning was a partial solution, but not a complete one.

The Challenges

This year, I finally achieved a bare desk and have kept it that way. In the past, two main hurdles seemed to stand in the way of my quest for a clean workspace:

1. Fear of Forgetting: If I didn’t keep that urgent file on my desk, I sometimes forget to address it. I suffered from the classic disorder, “out of sight, out of mind.”

2. Fear of Losing Time: If I filed the paperwork, even close by, I might not recall exactly where I put it.  Each paper-bound project had its own file and in a year’s time I could have hundreds.  Even if I filed things alphabetically, if I didn’t remember exactly how I labeled a file or its specific contents, I could waste time looking through scores of files.

The Breakthrough

This year I finally did it.  I now maintain a paper-free desk.  It is refreshing to arrive at my desk and find nothing on it. What is the payoff? I no longer feel distracted or overwhelmed. And, I can be far more creative and immediately so. Here’s what I did differently:

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In The Media: This week Dr. Bill appears in two Forbes Articles on Procrastination

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Do you work with a colleague who is perceived as a bit of a flake?  Here are two articles on what to do about the appearance of this trait in yourself or a co-worker:

Forbes, Sept. 10, 2015–The Dependability Test: Are you The Office Flake? by Rob Asghar

Forbes, Sept 11, 2015–How to Cultivate “Stick-With-It-Ness” in Yourself and Others by Rob Asghar


Powerful Consulting Questions That Put Prospective Clients at Ease

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You have secured that initial meeting- congratulations!  There is a good chance you are talking to your next client. In most cases, your host will begin with a discussion of the problem, including a bit or a lot of history. Whether you permit your prospect to take up most or all of the meeting in filling in the back story and “getting you up to speed” is beyond the scope of this article. (Hint:  It isn’t a good idea.) We have all been there. That said, there are several powerful questions you can ask in a short time to help demonstrate that they are right in choosing you for the job and add value immediately.

Here are some of my favorite questions I use to get the ball rolling and to build confidence in my prospective client. You don’t need to use all of them but one or two delivered at the right time can do much to seal your working relationship.  If you can immediately demonstrate that you can listen well then better describe the nature and scope of the problem than your prospect, it is a logical next step to for them to believe you also can also deliver an effective solution.

Question 1.  “What concern(s) haven’t we discussed but I should be asking you about if I was smart or insightful enough?” 

This inquiry gets your client thinking deeper and reflects well on your listening and probing skills.  It is an excellent technique for one-on-one team member interviews where the initial responses are the safe, “party line” type but there is a more important issue that people may be avoiding.

Question 2.  “What outcome would show everyone that we have ‘knocked it out of the park’ (for an event) or completely resolved this issue (for a problem or challenge)?” 

This inquiry allows you to agree on the deliverable(s) ahead of time so that it is very obvious to all if things go well. It puts clients at ease knowing that you are just as concerned as they are that the money they will invest in retaining you will be worth it. No one wants to take the fall for wasting money on a useless consultant.

Question 3:  “What have you been doing? What could you be doing?  And, based on what we talked about so far, what do you think you will do as a first step?” 

When delivering this classic multi-part question, allow ample time for reflection and response between each query.  This deceptively simple question can be highly effective and, at the same time, underscores that the responsibility for the desired change ultimately lies with the client, not you.

Question 4:  “How much has this problem cost you so far? What will it be like in six months if it isn’t resolved?”

This question serves both you and the client well.  First it reveals the financial and emotional cost that the challenge has created to date.   As a bonus, it gives you a rough sense of what your consulting solution is worth.  An organization that has a six-figure problem shouldn’t expect you to be paid hourly or “cry poor.”

The bonus question below addresses the very real possibility that you are not the right fit for your prospect and, at the same time, pushes back “tire kickers” respectfully when you are being manipulated to offer a free hour of consulting or a highly detailed proposal describing your intended intervention to prove you can “deliver the goods.”

Bonus Question.  “I am happy to answer more of your questions about my background but it is important for me to determine if we are the right fit.  As I take on a certain number of clients each month, it’s essential to see if we would work well together. Agreed?  So I would like to ask you a few questions at this point if you don’t mind….” 

Don’t be shy about stopping a barrage of questions in mid-volley. Sometimes you will get the clear sense that your prospect is making the rounds with potential consultants trying to see how many free hours of advice he or she can get so the organization can then do the work internally and hire no one.  Whenever I hear someone say, “We are currently interviewing a number of potential consultants,” it is time for me to qualify them with a list of questions of my own.  This changes the “air in the room immediately” and I cease dancing my hardest to get the job to inviting them to join me on the stage.

Have a great consulting question of your own?  Tell us about it.


Dr. Bill Dyment heads Dyment & Associates, a seminar, coaching and counseling firm.  Over the past 20 years, he has spoken 2,400 times to 465 organizations assisting top executives and key employees on peak team and self leadership. He is also the co-author of Fire Your Excuses.


The 2015 List: 50 Books Every Entrepreneur (and Intrapreneur) Should Read


By Dr. Bill Dyment, Author of Fire Your Excuses

What are the most valuable and instructive books for entrepreneurs and intrepreneurs to read in 2015?

One of the most impactful books to emerge in the last 10 years is Essentialism: The Disciplined Pursuit of Less by Greg McKeown In it, McKeown masterfully addresses the innovator’s most common challenge—maintaining strategic focus. You will find it on the 2015 list below.

Whether your are an entrepreneur who is starting or building an organization outside of the corporate walls or an intrapreneur, one who is innovating within them, you will find personal and career “gold” in many of books below. Not every book will relate to your particular situation, but in this carefully curated list from my own reading and that of many other entrepreneurs, you will find powerful classics and contemporary contributions to personal and business innovation.

The list contains the very best resources to such challenges as self-leadership, strategic positioning, marketing, branding, client acquisition and retention, and the development and launch of new products in a crowded digital marketplace.

Enjoy, comment on what books you think we missed, and then let’s get reading!

“The List”

(In alphabetical order)

  1. The 22 Immutable Laws of Marketing by Al Ries & Jack Trout
  2. 48 Days to the Work You Love (2015 Edition) by Dan Miller
  3. 7 Habits of Highly Effective People by Stephen Covey
  4. All Marketers are Liars  by Seth Godin
  5. The Autobiography of Benjamin Franklin
  6. Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne
  7. Book Yourself Solid by Michael Port
  8. Decisive by Dan and Chip Heath
  9. Delivering Happiness by Tony Hsieh
  10. Drive by Dan Pink

List continues…

This Week: Dr. Bill Dyment was Dave’s guest on the 1 Simple Thing Podcast talking about Fire Your Excuses

Click the image and links below to check out the “1 Simple Thing Podcast” and to listen to Dr. Bill’s Fire Your Excuses episodes  by topic.

The Fire Your Excuses Podcast Series

Episode 206: Don’t Try Harder, Get More Connected

Episode 207: Do What You CAN Do

Episode 208: Walk the Last Mile of Denial

Episode 209: Experience the Helper’s High

Episode 210: Fire Your Excuses