I was watching the CBS television drama, NCIS last night with my wife. It’s one of our favorite shows because the writing an acting are superb. There was a scene late in the episode where the character of Ziva David (played by Cote De Pablo) has had her cover blown and is in danger. The scene is played out back to NCIS headquarters and one of the admirals listening in asked Gibbs (Played by Mark Harmon) if Ziva had a weapon. Gibbs response was, “She is a weapon.”

You must be a weapon in your own business. Your weapon is your “smarts.” Your experiences, your education, and your skills will be the guiding force to acquiring and keeping business. My professional mentor, Alan Weiss recently said at a workshop, “You must be a brain, not hands.” In other words, if you are someone who simply does things, you are a subcontractor. However, if you offer your “smarts,”you become an invaluable trusted advisor.

© 2010 Dan Weedin. All Rights Reserved

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