Author Archives: Dustin Walling

The Leadership Rabbit Hole

Recently, I had the dubious honor to work with a senior executive who just doesn’t get it. Rodney was V.P. of Marketing for a leading manufacturer of networking technology. (Or so we’ll say – substitute the leader, politician, or other important person of your choice.) As such, it is Rodney’s job to create demand for his company’s products. And yet ...

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Laser Focus and The Perfect Client

Laser Focus If law enforcement officers were business people, they would never struggle with questions like, “Who is my Perfect Client?” or, “Will I run out of customers if I focus on a select niche?” They would just know with confidence who they’re after. Take this extreme example from my past. It was early January of 1993 when Officer Harlan ...

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