array(9) { [0]=> object(WP_Post)#2767 (24) { ["ID"]=> int(900) ["post_author"]=> string(1) "2" ["post_date"]=> string(19) "2020-05-13 00:00:00" ["post_date_gmt"]=> string(19) "2020-05-13 06:00:00" ["post_content"]=> string(5288) "I recently was asked if I have a personal mantra that has guided me through my career. My favorite motto that I try to apply to all aspects of my life is “Attitude is Everything”. I have rock with these words that I’ve kept on my desk for over two decades. It’s there for me as a reminder that I’m in charge of my mood and how I respond to people and situations. It helps me remember that while you can’t control the winds, you can adjust the sails. I haven’t been good at applying this mantra throughout my career. I am somewhat of a control freak. So, in the past when things didn’t go as expected, I could get stressed or upset. What I’ve learned through my experiences over the decades is that I can’t control too many things, except for me. Mistakes will be made. Balls will drop. Children will get sick at the worse possible times. You’ll find a nail in your tire when you are already late to a meeting. The weather won’t cooperate with your outdoor activities. You can get upset and frustrated, or you can quickly adjust and develop a back-up plan. I’ve learned that for my own health, it’s better to let go and control my attitude and response to the situation. And what better time to apply this than now? Who would have thought a few months ago that our businesses would be temporarily (or permanently) closed? That we would have to postpone a wedding or cancel our family ski trip? That we would be furloughed … or without a job? We can’t control what is happening around the world right now. We are in uncertain times. And we can make the best of it and stay positive. I’ve been inspired by the moving stories during these times. It’s not just the healthcare providers and first responders (who are amazing human beings) who are going above and beyond. Many people we know are doing extraordinary things. Families are spending quality time together. People are helping neighbors and strangers in incredible ways. People are making the best of a tough situation. This is what a great attitude means. At work, a positive attitude helps us to see problems as opportunities from which to learn and grow. Don’t we all love being around positive people? It’s a quality I look for when hiring a new person into an organization. During interviews, I ask about a difficult situation they faced in their past and how they handled it. I’m not looking for the most creative solution or the most amazing outcome. I’m looking for how the person viewed the situation and how they approached it. Did they immediately roll up their sleeves and start coming up with potential solutions? Did they engage their fellow workers? Did they take responsibility and learn from the situation? Positive people have great energy and are a great influence on others. And unfortunately, the ‘Negative Nelly’ can also have an impact. You know that person who’s the first to complain about the situation or the one to tell you how they tried it before, why it’s a bad idea or why it won’t work? These are the people who can bring a great brainstorming session to a halt, and instantly suck all the energy out of a room. While we need people in the workplace with differing perspectives, and people willing to say what needs to be said, we need people to handle it in a constructive way without bringing others down. At one of my jobs, I had a counterpart who was an unhappy person. He would walk into my office once a week to complain. Yes, business was challenging. Sales were down, we were missing projections, and the analysts were unhappy. But instead of spending time discussing what we could do to improve results, he’d complain about our boss, our counterparts, how we were focused on the wrong things …and I’d get sucked in. I may have been very happy when he walked in, but by the time he left, I felt lifeless and disgruntled. Looking back, I realize that I never walked into his office. I didn’t want to have these “dissection of everything that was wrong with the company” discussions with him. In retrospect, I should have stopped him at the door and invited him to dump on someone else! On the other hand, many years ago I worked with a woman who was always positive and had great energy. People enjoyed being around her. She was one of the first people selected for key taskforce teams. She was a great listener and made people feel good about themselves. She could always find the silver lining in a situation. She rose rapidly through the organization and I believe much of it was because of her great energy and ability to remain positive and pleasant in tough situations. I believe it’s important to keep a positive attitude and approach problems as learning opportunities. It’s far more enjoyable and healthier to be around positive, can-do people versus those who complain and drag you down. Things happen. COVID-19 has impacted everyone. We will emerge stronger and be ready should the world be faced with something like this again. Change is constant and life is about learning and growing. You can’t control what’s happening around you, but you can control your response. You can adjust the sails in response to the winds. “Attitude is Everything”." ["post_title"]=> string(22) "Attitude is Everything" ["post_excerpt"]=> string(0) "" ["post_status"]=> string(7) "publish" ["comment_status"]=> string(6) "closed" ["ping_status"]=> string(6) "closed" ["post_password"]=> string(0) "" ["post_name"]=> string(22) "attitude-is-everything" ["to_ping"]=> string(0) "" ["pinged"]=> string(0) "" ["post_modified"]=> string(19) "2023-11-08 00:09:14" ["post_modified_gmt"]=> string(19) "2023-11-08 07:09:14" ["post_content_filtered"]=> string(0) "" ["post_parent"]=> int(0) ["guid"]=> string(50) "https://canopyadvisory.com/attitude-is-everything/" ["menu_order"]=> int(0) ["post_type"]=> string(4) "post" ["post_mime_type"]=> string(0) "" ["comment_count"]=> string(1) "0" ["filter"]=> string(3) "raw" } [1]=> object(WP_Post)#2769 (24) { ["ID"]=> int(902) ["post_author"]=> string(1) "2" ["post_date"]=> string(19) "2020-04-23 00:00:00" ["post_date_gmt"]=> string(19) "2020-04-23 06:00:00" ["post_content"]=> string(4792) "As we’re a little further into the COVID-19 pandemic, a shift is occurring for those who are new to working from home. Initially, there was adrenaline and chaos, trying to figure out all the moving parts. Now, routines are emerging within this new normal--fueled by intentional efforts to stay sane, productive, and centered. But how do we sustain and build on our business relationships, remotely? These are more crucial than ever for your business and for the extra strength and support needed for/from your extended community. We are all navigating this transition in our own way and it’s important to give teammates/clients time and space to talk about it as needed. Integrating some small relationship-focused habits into your work routine will go a long way during this pandemic and beyond. Some tips to integrate into your new work routine: 1. Over-communicate. These three small actions will save time and energy for everyone: - Prior to the meeting, set clear goals and objectives by email or chat tools to be reiterated at the start of the meeting. - Follow each meeting with a brief email with bulleted summary and action items. - During or after the meeting, give everyone the opportunity to ask questions and voice opinions. 2. Stay consistent with communication methods to keep projects organized and streamlined - a key to remote work. - Learn teammate/client preferences. - Once a routine is in place, switch it up once in a while for a resilient relationship: - Emails and chat tools help projects stay on track - Phone calls bring tone, clarity, and context sometimes missed with emails - Video calls help with eye contact, body language, and strengthening the feeling of being connected. -During this COVID-19 time, video calls may increase feelings of connection, even for those who don’t typically do them. However, if either party has a tricky internet connection or does not have privacy, save added stressors and skip the video call. 3. Weekly or bi-weekly check-ins help boost morale, reinforce the connection, and increase productivity: - 30 to 45-minute video calls are ideal, especially for small teams and more hands-on projects - Use the first 10 minutes for checking in. Ask how everyone is doing. Now more than ever, acknowledging our mental health is vital to productivity 4. Chat tools such as Slack are key to keeping projects on track, reducing emails, and staying in touch - jokes and daily wins included. - Whatever your team/clients like to geek out on, dedicate some time to it each week. If operating on your own, include an informal, social note of encouragement in your email or call - a reminder that we are all in this together. - Some quick, fun approaches to lifting the mood through chat tools: - On Mondays, each team member shares a photo highlight of the weekend - For parents working from home with kids, create a Slack channel dedicated to sharing age-appropriate activities/links/inspiration - For food lovers, create a Slack channel for home-cooked meals + recipes to inspire others - For folks living in one area: create a channel on local businesses to support, including virtual yoga and exercise, food and special celebration deliveries 5. Build on your most valuable and established relationships. Outside of group check-ins, take the time to check how individuals are doing - the introverts and the extroverts: - Generally, we hear more from the extroverts, so it is especially important to actively keep the door open for all voices, insights, questions, and needs. - Whether it’s a 5-minute Slack chat, text or quick email, be sure to connect privately with at least one team member a day. - For consistency, set a calendar reminder for yourself to check in every few weeks. At the end of the day, building remote relationships takes a little more effort from the get-go but the overall impact is worth it. Focusing on communication, managing expectations, giving extra attention to logistics, and being flexible - these are great traits to build on whether virtually or in person! Feel free to share recent successes and solutions in your own efforts around this, we’re happy to hear from you. About Jossie Auerbach Jossie has worked on distributed teams, built global partnerships and initiatives, and worked remotely for local and global clients, often without ever meeting her collaborators in person. In recent years, Jossie’s family decided to work remotely while traveling for months at a time (with their toddler in tow!). COVID-19 has them grounded in Denver, listening and sharing insights with clients, colleagues, and friends who have all had to transition quickly into the world of remote work." ["post_title"]=> string(45) "Building Relationships while Working Remotely" ["post_excerpt"]=> string(0) "" ["post_status"]=> string(7) "publish" ["comment_status"]=> string(6) "closed" ["ping_status"]=> string(6) "closed" ["post_password"]=> string(0) "" ["post_name"]=> string(45) "building-relationships-while-working-remotely" ["to_ping"]=> string(0) "" ["pinged"]=> string(0) "" ["post_modified"]=> string(19) "2023-12-19 15:03:24" ["post_modified_gmt"]=> string(19) "2023-12-19 22:03:24" ["post_content_filtered"]=> string(0) "" ["post_parent"]=> int(0) ["guid"]=> string(73) "https://canopyadvisory.com/building-relationships-while-working-remotely/" ["menu_order"]=> int(0) ["post_type"]=> string(4) "post" ["post_mime_type"]=> string(0) "" ["comment_count"]=> string(1) "0" ["filter"]=> string(3) "raw" } [2]=> object(WP_Post)#2770 (24) { ["ID"]=> int(901) ["post_author"]=> string(1) "2" ["post_date"]=> string(19) "2020-04-20 00:00:00" ["post_date_gmt"]=> string(19) "2020-04-20 06:00:00" ["post_content"]=> string(5110) "Several years ago I was asked to speak about culture and the role executives play in setting the culture of a company. Having had the opportunity to work in different industries and in different sized companies, I’ve experienced a lot of different cultures. In fact, I’ve had the opportunity to be involved in developing the vision, mission, values and culture of several companies. I was part of the team who debated every word and then put the information in a nice graphic for everyone to hang up at their desk. But we all know that it’s not what is on paper that sets the culture of a company, but rather how people behave, what gets rewarded and how things get done. Culture is defined as the rules of behavior that direct daily actions in the workplace. It’s how things happen or the way a company does things. And many times, it’s not the same as what is written on paper. Culture is based on actions not words. It’s how the leaders behave during good times and in high stress situations. It’s what gets rewarded or recognized in a company. It’s the unspoken but understood way the business operates. I was fortunate to find a perfect culture for my personality in my first job out of graduate school. It was a fast-paced environment. I had the opportunity to lead big projects and make an impact. The more I accomplished, the more I was recognized or rewarded with a promotion. I was a director in my late 20’s leading large team and several agencies. I had responsibility for big budgets. It was a ‘lean and mean’ organization that let you take on a lot of responsibility. I did well. I didn’t appreciate the importance of cultural fit until I moved into my next job. My next company was huge with a lot of great people, but I was bored! I went from being stretched and growing like crazy, to moving slowly and bureaucratically. There were so many people and you had to involve just about everyone to get a decision made. I likened it to “whack a mole”. You thought you included everyone and then another person popped up and said they needed to be involved. Things moved too slowly for me. And, the people who got promoted were nice people, but didn’t necessarily work the hardest or do the best job. It was just a different culture and one that worked well for a lot of people, but not me. After that, I knew what to look for in an organization that fit better with my style. I also learned that leaders really impact the culture of a company. If the boss wants people to openly give their opinions in meetings, people learn to speak up. If the leader rewards people who keep quiet and do as they are told, that’s what most people will do. In my first job, the leaders expected people to speak their minds. In fact, the head of marketing kicked people out of meetings if they weren’t adding value. He wanted a lively debate and didn’t have time for people who didn’t have a point of view. He wanted to hear everyone’s thoughts (based on data, of course) so we could make the best decision. Leaders set the tone and attitude in a company by how they behave. I had two bosses that approached problems very differently, and the environment reflected their behavior and attitude. When something went wrong with a project, the first boss would get very grumpy and angry at the team. He was quick to blame and wanted to know who was at fault. People spent time defending their role in the situation, trying to explain what happened, and ultimately pointing fingers. Bodies were tossed under the blame bus. Unfortunately, issues took too long to get resolved because people were wasting time playing the blame game. Another boss reacted to problems differently. When a project went off the rails, he told the team to work together to fix the problem. He didn’t want details on what happened or who messed up. He wanted the problem fixed … and fast. After the problem was resolved, he got the team together and thanked them for responding quickly. Then he asked key people to review the situation and propose changes so the same mistakes wouldn’t happen again. This culture was one of teamwork and continued improvement. This boss treated mistakes as learning opportunities that would ultimately strengthen the team and the company. The first boss had the attitude that mistakes were failures, and someone had to pay. I know which boss inspired the teams to want to do their best. The tone and culture are set from the top. If you want your company to be one of accountability and teamwork, that’s what you should recognize and reward. If you want a culture where people contribute at all levels, then engage all levels and make sure people know you care about their ideas. Reward them for coming up with more efficient methods and cost savings. Decide the culture you want and then live it. Reward the behavior you want to see. Nip bad behavior in the bud. Culture isn’t what is written down but rather how the company gets things done based on the leadership and what gets rewarded and recognized." ["post_title"]=> string(29) "Setting the Tone From The Top" ["post_excerpt"]=> string(0) "" ["post_status"]=> string(7) "publish" ["comment_status"]=> string(6) "closed" ["ping_status"]=> string(6) "closed" ["post_password"]=> string(0) "" ["post_name"]=> string(29) "setting-the-tone-from-the-top" ["to_ping"]=> string(0) "" ["pinged"]=> string(0) "" ["post_modified"]=> string(19) "2023-12-19 19:51:05" ["post_modified_gmt"]=> string(19) "2023-12-20 02:51:05" ["post_content_filtered"]=> string(0) "" ["post_parent"]=> int(0) ["guid"]=> string(57) "https://canopyadvisory.com/setting-the-tone-from-the-top/" ["menu_order"]=> int(0) ["post_type"]=> string(4) "post" ["post_mime_type"]=> string(0) "" ["comment_count"]=> string(1) "0" ["filter"]=> string(3) "raw" } [3]=> object(WP_Post)#2771 (24) { ["ID"]=> int(899) ["post_author"]=> string(1) "2" ["post_date"]=> string(19) "2020-03-27 00:00:00" ["post_date_gmt"]=> string(19) "2020-03-27 06:00:00" ["post_content"]=> string(6103) "Just hit American soil after “vacationing” in Barcelona to visit my daughter studying abroad. Needless to say, our vacation turned into evacuation. During our cobbled-together plane trips home, we repeatedly watched flight attendants run through safety shpiels. You know them – how to put on oxygen masks in case of cabin decompression, etc. They always include the phrase; “make sure your oxygen mask is secure before helping anyone else”. CFO’s – we’ve lost corporate cabin compression due to the COVID-19 pandemic. It’s time to make sure we put our oxygen masks on first. What does this mean? All routine activities – yes, all routine activities – are stopped until you develop Pro-forma Financials for the next year. Run through your YTD financials line by line and create an action plan for every major category that can be restructured to protect free cash flow. Then formulate a team to research and suggest new cost cutting assumptions for the year ahead. The Key is protecting Free Cash Flow. Restructure Using YTD Balance Sheet Categories: Cash – A roll forward based on retooled cash requirements. Accounts Receivable – Identify risk-prone receivables and immediately negotiate new payment terms. Get these customers obligated to you early on (similar to dealing with a bankruptcy). Make sure your negotiated payment plan is in place before others start negotiating. Inventory – Just in time or stocked, you need to understand your sell-thru and/or price fluctuations for this highly important piece. Any changes will roll into projected COGS numbers and impact GPM. Make sure the senior team agrees on assumptions for this piece. Investments – If you have them, walk away and move on to the next item. Your energy isn’t well spent here in the first round. Equity Investments – You need revised equity projections from your partner companies. Back into the P&L Investment Income/Loss based on this change. If it looks too ugly, decide whether you negotiate a deal to cut the cord in order to dodge an expensive capital call. FP&E – What are you financing and what can be restructured. You’ll be making a case with your lenders to restructure so paint the best protective financing scenario you can. Real Estate – This is most likely in a separate LLC, but can you restructure the debt to take advantage of lower interest rates? If this is leased real estate, can you negotiate short-term rent abatements and tack them on to the end of your lease? Accounts Payable – Negotiate extended payment terms for all vendors unless a cash discount makes better sense. I use the term “negotiate” loosely. You may just need to stretch disbursements out as far as possible. Debt – Ok, here’s a big one. The pro-forma financials are used as an internal roadmap out of the crisis. But, they have significant value in establishing how much additional cash is required to hit your target free cash flow and profitability. Credibility with your lenders is key and you’ll use the pro-forma financials to establish what you need and demonstrate why you need it. Then you can confidently negotiate a LOC over-line increase, lowed or abated interest, loan payment abatements on collateralized debt and debt covenant waivers. Make sure your lender sees exactly what you see. To earn their buy-in produce reliable numbers based on good assumptions. Look at numbers through their lens and anticipate areas of push back. Lenders don’t want to foreclose on your business, but you need to make it as easy as possible for them to help you. Equity – The board needs good information to re-evaluate authorized equity distributions/dividends to preserve cash. Make your recommendations based on the pro-forma numbers and get the board to vote on a restructure. Take into consideration revised tax liabilities based on estimated tax abatements. Restructure Using YTD P&L Categories: Revenue – Impair projections for pipeline cancelations. Be conservative. Review you current backlog and test for revenue that might not close or will be delayed. COGS – Roll your inventory projections into COGS and make sure your new GPM is defensible. Payroll – Generally the largest operating expense category. Develop a bunkered compensation structure. Do you need to cut bonuses and base compensation for a period of time to fortify corporate finances without layoffs? If layoffs are inevitable, put a plan together and swiftly execute – triage moves quickly. But please, make sure you’re not cutting sales compensation that might lower revenue. You must continue to incentivize your sales force. Taxes – The U.S. Treasury and the Internal Revenue Service are allowing corporations to defer tax payments – both for 2019 taxes and Q1 2020 estimates – until July 15 with no penalties or interest. Work with your tax advisors to estimate your tax deferral. You’ll also need this in estimating equity distributions to cover tax estimates for S-Corp designations. These are the major financial categories for most companies. Other expense categories can be reviewed as time allows for additional cost savings. Remember, it’s all about protecting Free Cash Flow. Once you have working pro-forma financials you’ll be breathing oxygen and have your wits about you. You can do the fine tuning at time allows. Next, work with teams to execute the restructuring and move into the new normal. . You will get through this. Be swift and confident in what you’re doing. Bring in as many stakeholders as possible for input, but don’t hogtie the process. And please don’t downplay the role of common sense and gut feelings in this process. You know the numbers better than anyone. All stakeholders look for your leadership – leadership you can demonstrate once your breathing is stabilized. “Experience breeds wisdom, and wisdom breeds vision – Dalai Lama” www.cfowisdom.com" ["post_title"]=> string(42) "CFO’s – Your Oxygen Mask Goes On First" ["post_excerpt"]=> string(0) "" ["post_status"]=> string(7) "publish" ["comment_status"]=> string(6) "closed" ["ping_status"]=> string(6) "closed" ["post_password"]=> string(0) "" ["post_name"]=> string(35) "cfos-your-oxygen-mask-goes-on-first" ["to_ping"]=> string(0) "" ["pinged"]=> string(0) "" ["post_modified"]=> string(19) "2023-11-08 00:03:11" ["post_modified_gmt"]=> string(19) "2023-11-08 07:03:11" ["post_content_filtered"]=> string(0) "" ["post_parent"]=> int(0) ["guid"]=> string(63) "https://canopyadvisory.com/cfos-your-oxygen-mask-goes-on-first/" ["menu_order"]=> int(0) ["post_type"]=> string(4) "post" ["post_mime_type"]=> string(0) "" ["comment_count"]=> string(1) "0" ["filter"]=> string(3) "raw" } [4]=> object(WP_Post)#2772 (24) { ["ID"]=> int(898) ["post_author"]=> string(1) "2" ["post_date"]=> string(19) "2020-03-23 00:00:00" ["post_date_gmt"]=> string(19) "2020-03-23 06:00:00" ["post_content"]=> string(3782) "We know from mental health and personal development experts that what we say to ourselves matters. In short, we are what we think. The same principle applies to business wording—we are what we type, and what we write to our customers matters. When communicating about COVID-19 and its impact to your organization, here are four ways to ensure that your writing is in the best interest of your customers’ psyche and your bottom line. 1. Be a Leader As individuals, we are challenged to find our power right now, but as a business, you have a built-in role as a leader. Communicating that you are in control will assure customers that they can count on your business, adding short-term and long-term value to your brand. Examples: Before: We are doing our best to maintain regular operations. After: We are committed to delivering first-class service during this time. Before: We are considering our options to postpone or reschedule… After: Our amazing team is working quickly to reschedule... 2. Be Solutions-Focused With all of the COVID-19 content that's being created right now, it’s easy to adopt wording that is negative and fear-based. Instead, choose wording that is pragmatic and solutions-focused to help ease the collective anxiety and to create positive associations with your brand. Examples: Before: As we learn to adapt to new levels of uncertainty, turmoil, and disruption… After: As we learn to embrace new levels of challenge, change, and flexibility… Before: Our hearts go out to our staff and everyone impacted by this global pandemic. After: We are prioritizing protecting the safety of our staff, their families, and the broader community. 3. Be in the Now Examples: Jumping ahead to the distant future isn’t helpful. In fact, it’s likely to invoke more worry than confidence. Instead, stay in the present by focusing on the next few weeks and months—time frames that people can see on their calendar. Before: Due to these unprecedented times, our team has made the difficult decision… After: Due to the changes and shifts we are currently experiencing, our team has decided… Before: Now, as we all face an uncertain future… After: Today, as we look to the coming weeks and months… 4. Be Specific Examples: Providing details about what your business is doing will give people a clearer picture of what’s working, what’s in the works, and what’s still being defined. Gaps and gray areas create space for runaway thinking. Instead, be generous with tactics and tangibles. Before: We are making necessary changes to address the impact to our business… After: We are continuously developing creative solutions and applying new tools… Before: We appreciate your patience with these scheduling changes… After: These scheduling changes will allow us time to develop more relevant and beneficial… I hope you find these tips helpful for both your business and personal communications. I encourage you to share with your network of communications professionals and small- to medium-sized business owners so they can put their best voice forward during these challenging, yet highly connective, times. Erica Younkin is a Digital Marketing Strategist and Founder of BRANDcrafted Marketing. Here is a link to this article on LinkedIn." ["post_title"]=> string(53) "Tips on Business Voice & Wording in Challenging Times" ["post_excerpt"]=> string(0) "" ["post_status"]=> string(7) "publish" ["comment_status"]=> string(6) "closed" ["ping_status"]=> string(6) "closed" ["post_password"]=> string(0) "" ["post_name"]=> string(51) "tips-on-business-voice-wording-in-challenging-times" ["to_ping"]=> string(0) "" ["pinged"]=> string(0) "" ["post_modified"]=> string(19) "2023-11-07 23:44:52" ["post_modified_gmt"]=> string(19) "2023-11-08 06:44:52" ["post_content_filtered"]=> string(0) "" ["post_parent"]=> int(0) ["guid"]=> string(79) "https://canopyadvisory.com/tips-on-business-voice-wording-in-challenging-times/" ["menu_order"]=> int(0) ["post_type"]=> string(4) "post" ["post_mime_type"]=> string(0) "" ["comment_count"]=> string(1) "0" ["filter"]=> string(3) "raw" } [5]=> object(WP_Post)#2773 (24) { ["ID"]=> int(897) ["post_author"]=> string(1) "2" ["post_date"]=> string(19) "2020-03-05 00:00:00" ["post_date_gmt"]=> string(19) "2020-03-05 07:00:00" ["post_content"]=> string(2840) "“Enthusiasm means there is a deep enjoyment in what you do plus the added element of a goal or vision that you work toward.” -From “A New Earth” by Eckhart Tolle Do you ever attend networking events, business gatherings or one-one lunches where you feel like other people are simply waiting for their turn to talk? Do you ever feel like people ask you a question simply so they can turn around and tell you how they would answer the same one? Painful, right? Makes you want to hightail it out of there. But, believe it or not, this tendency for humans to LOVE talking about themselves (some more than others) is a great opportunity for growing your business. I am a career sales and business development professional and I have learned a lot about selling strategies and techniques. The single most important skill I have developed is listening with enthusiasm. Listening is not about what you are going to say in response. It is about genuine curiosity and understanding. I am interested in other people’s stories and most people are (that means you!), thus the success of marketing by storytelling. In business, it is easy to take that one step further: Let me enjoy this person’s story with the goal of learning whether or not I can help this person and get paid for it. If you are trying to find and choose the right opportunities, listening is especially crucial- how do you know if you can help a potential client if you do not truly and deeply understand the whole picture? And, this is important: if you understand the whole picture clearly and from the start, it can save you time in the end if you find you won’t be able to help that person or organization, or you don’t want to. No matter what, you feel empowered and you get to learn something new. Good listeners: