Andrew Sob

The Heart of the Matter

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Excerpted with the permission of the authors from Chapter 33 Power Questions:

When someone’s leg and knee begin bouncing up and down, the eyes wander, and the person has no questions—it’s time to do something. You’re in trouble.

I’m meeting with Kathleen, the co-chair of a large professional services firm. Our session was set up weeks earlier. The agenda is to review progress on a project I am doing for her company. I had prepared carefully, and had brought Kathleen a crisp briefing document. It summarizes our progress. It is clear and succinct...