Paul Greiner

“It how’s not what you say to the players that counts, it’s what they hear.”

–Red Auerbach, Former Head Coach of the Boston Celtics and 9-time World Champion (in a 10-year span)

Communication is often assumed (or explicitly said) to be a matter of transmitting information from a sender to a receiver. Personally, I think that’s simply broadcasting. Real communication includes both the sending and the receiving—the mutual sharing of the information—and therefore, if it’s not received, it’s not actually communication.

If this is true, you may find that a whole lot of what you thought was communication, really wasn’t. You may also find that this gives you a new perspective from which to craft your communications and that there are some immediate opportunities for increasing your effectiveness and impact. Whether in terms of your marketing, sales, leadership, teamwork or relationships, communication is key—and you can only make the difference you want to make to the degree that your communication is effective.

Read More »From Connection to Action

Saying that you’re “customer-service oriented” is not a differentiator. Actually being of service, as demonstrated by contribution and delivering significant value, is. The ability to discern what’s wanted and needed, with the willingness and tools to provide it, will set you apart both in how you are perceived and the results you produce.

While many people in business speak of service (customer service, servant-leadership, etc.), few are willing to step out and provide tremendous value without assurance of direct return. Though that approach seems to make sense and may even seem “obvious” from a traditional business view, it is precisely that “obviousness” that I want to explore. When you examine the validity of the underlying assumptions of the “me first” mentality, you may end up with some new opportunities for impact that would have otherwise eluded you. 

Read More »Service: Delivering Value For Its Own Sake

Bring to mind something that you’ve committed to regarding your business or work, and then haven’t fulfilled on. Take a moment to think of something specific. Ok, now why didn’t you fulfill on that? What had you not come through?… Read More »Reasons vs. Results

As I’ve worked with clients and associates to create a foundation for high performance, it is often our approach to deal first with the areas that, upon investigation and evaluation, are clearly lacking integrity (in the dictionary sense of integrity: being whole and complete). In our model, integrity for an individual boils down to one’s word being whole and complete, and it is often easiest to start that inquiry by addressing the already-apparent areas: where are you not doing what you said you’d do, what you know to do and/or what the people around you could expect you to do? Usually, discovering what’s missing in these areas doesn’t take a lot of looking, as we are often already aware of many of them and yet still aren’t in action.

Certainly, taking this route of starting with what we already know is lacking can be very productive and, whether we see things that were missing that we weren’t already aware of or we get some new insight into the impact that our lack of integrity has had, can produce large shifts in performance through very simple, “small” actions. However, in many cases the “stuckness” persists and the actions remain undone. Why is this?

Read More »What Are You Committed To, REALLY?

There are runners. And then there’s me.

Though I understand fully the possible benefits of running, and have many times over the years set out on a regimen, I’ve never carried it out for more than a couple weeks and, in fact, have never run more than a mile at once—and I’ve only run a mile one time. That’s my track record over the past couple decades.

In less than eight weeks (on May 3), I will participate in, and complete, a 5K. So, the question is: What’s required (and what am I doing) to fulfill on a commitment to an outcome that seems extraordinary given what my past says is likely?

Read More »Winning The Race To A New (and Extraordinary) Result

Despite what your parents may have told you once upon a time to make you feel better, it is not the thought (alone) that counts- or your feelings, or “intentions” or anything else, but action itself. The only thing that really counts, the thing that really makes an impact in the world, is action. Your results are a direct function of your actions, and the state of what you have and don’t have is a result of what you’ve done and not done. It is simple and inescapable logic. Action matters.

In fact, it is the only thing that matters. The refrain of “it doesn’t matter anyway”, whether pertaining to a specific action or to life in general, is just not true- and yet seems to be a chronic and costly mistake in judgment. If you hear yourself say it, whether aloud or to yourself, know that you’re fooling yourself. And that pretense has far-reaching consequences.

Read More »Busting a Performance-Killing Myth: “It doesn’t matter anyway”