Description: The author offers commentary on how to appropriately price your services so as to not undervalue your organization's worth.

Description: This article discusses how to manage another person's level of productive tension. This is one of the most critical skills of being an influential leader. This guidance is based on the Changeworks and MasterStream systems developed by T. Falcon Napier.

Description: This presentation from Session 54 of the SOA May 2004 Anaheim Spring Meeting discusses the importance of building a winning culture in order for a company to survive in today's increasingly complex, high-velocity, changing environment. From the Record of the Society of Actuaries, Vol. 30, No. 1.

Description: Full version of The Independent Consultant Newsletter, February 2006, Issue No. 10.

Description: Full version of The Stepping Stone Newsletter, July 2003, Issue No. 12.

Description: As consultants we love to help our prospects solve their problems. In fact we’re so passionate about our solution that at the first indication the prospect might need it, we jump out of our skin to reveal it immediately. After all, that’s what they want to hear about, right?

Description: This 2 page paper is an article from The Stepping Stone, July 2006, issue No. 23. Whether it's attaining success in getting that promotion, masterfully leading your organization or acquiring clients, I've found there are five factors that will all but guarantee your success. In this article, I want to give you an overview of each area with respect to the outcome your working on achieving.

Description: This article will be looking at key leadership principles which help in understanding how someone responds at different levels of tension. The article identifies the five levels of tension and the accompanying physical, tonal and verbal cues. These principles are from the ChangeWorks and MasterStream systems developed by T. Falcon Napier.

Description: Full version of Smaller Consulting Firm Section, June 2004, Issue No. 5.

Description: No matter what you do, you are in sales in some way. The word, "sales" or "selling" brings up negative connotations for many people. It may be helpful to think of it as "influence". Whether you're a sales professional, coach, consultant or executive - there are key stakeholders in your world you need to influence. To persuade successfully and non-manipulatively, it's important to understand five key principles of influence. Principle #3 is covered here.