Business History Books » Business Consultant » Confidence
Confidence
Question:
>…. > You know what’s really motivating? Call someone who’s really "peppie" and > supportive just so their enthusiasm will rub off onto you…
Funny you should say that. Our business means that we have a whole slew of people who just call, hoping that we DON’T answer — they want to hear the answer phone message recorded by my wife (I’ve been told so by clients; they listen to the message, and then hang up without leaving a messsage — the recording of their message is just a dial tone, which only happens if they hang up after the beep). I also put out a newsletter to our clients only (no set date for when it goes out), and every time I send one out, we get a whole bunch of calls about how they enjoyed it, and that they would like to see more — we even get donations for it (unsollicited). Some of the articles are on our web page, if you are interested. Even those have gotten positive responses. So, I guess, we are among those "peppie" people, who get calls just to help others cheer up and keep on trucking. And, yes, despite my vanished confidence, I do still try to give the best help I can to solve other peoples’ problems (even THEIR drooped confidence levels). One of the things about the replies posted/sent directly, is that I really do appreciate them. I hope that others take up with John Gerits’ suggestion about a loss of confidence thread, and keep it going as a standard topic. I know that I’ll be watching it, as closely as I can. I hope those people who have replied directly to me put their comments into the thread — they have been very hepful, and I would like everyone to benefit from their experiences. Creativity as an expression of prosperity: F* equals F* times F* squared where F* is your choice of order for Fun, Funds or Fitness. The Ur (aka Peter B Budvietas)
Response:
>I can think of no other quality > needed for successful marketing than confidence.
I can’t think of no quality more needed for options trading than confidence. I can’t think of no quality more needed for blind dates than confidence. I can’t think of no quality more needed for boxing than confidence. I can’t think of no quality more needed for teaching than confidence. I can’t think of no quality more needed for paragliding than confidence. In fact, I can think of a few required (essential) qualities for each of those activities. But the problem of confidence building, in itself is a HR problem. For a self-employed consultant, that’s her problem. For a firm with a large proprietary trained sales force, that’s the HR manager’s problem. That’s not to say that it’s not a topic worth discussing in MBMM. It is an important topic for marketers. It’s off topic to marketing, in the sense that the problem in itself is not a marketing problem, but a HR one. And that particular HR problem affects marketing, and so is an important consideration for people in marketing. So are statistics for market researchers, psychology for advertising designers, etc. These are peripheral fields which we bring into marketing for our purposes, use them, discuss their problems, but only as a means to an end. And the solution I proposed for loss of confidence, at the time, was R&R, plus solving the problem. I would like to add solving other problems. Smaller. Simpler. Increasing in complexity, until the original problem is done. Then R&R. And the payment. That’s the sweet part of the deal. — http://web.mit.edu/camoes/public/home.html
Response:
Jose Fernando Camoes Mendonca Oliveira Silva said with his usual degree of insight: >But the problem of confidence building, in itself is a HR problem. >For a self-employed consultant, that’s her problem. >And the solution I proposed for loss of confidence, at the time, was R&R, >plus solving the problem.
But first the problem needs to be identified. One source of lack of confidence is the feeling that, because one aspires to a position one has not achieved one ignores the very real accomplishments one has made in one’s real life. This leads to feelings on inadequacy and a need to compensate. In recent article, Philip Bacon said: ‘Relationships per se are like alcohol in that they are inert in themselves. They have no power without the individual. Some people, usually for reasons of low self-regard which may go way back to their childhood, need to get their sense of value from the outside through the use of other people. When that behaviour becomes compulsive, you can say it is a case of co-dependence.’ The confidence sufferer to feel whole needs a fix. This might work for a while however, but becomes an addiction. More and more external reassurance of self worth is required. Like a drug. And like a drug it has harmful side effects. People form negative opinions. Employment prospects are ruined. Colleagues are harmed by association. The lack of confidence becomes a self destructive downward spiral. The return to confidence comes through a realisation that one is not a bad person, but someone whose outlook on life has to change in order to achieve a sense of well being. Low self regard has to be countered with looking at progress and achievement and the satisfaction of having built a solid platform to relaunch a promising career. Self respect and self worth have to come through within. Seeking it externally only hurts others and one’s self. There is a book on the subject, "co-dependent no more" written by Melody Beattie, published 1987. There is also a self help organisation Codependants Anonymous (Coda) . Cardinal Hume says: "most people are searching for something which you could define as meaning, or purpose in life, or something to give peace and happiness. We look for it all the time and very often get it wrong. I profoundly believe we are all fragmented or broken creatures in some way, and there is no one I have met who does not have problems of some kind." Recognise you are "better than OK", find self worth within and confidence will build.
Response:
Gerits) writes: >Not meant to be politically incorrect, just borrowing the title of the >literary work. >Another poster commented that confidence is a bit off-topic for marketing, >well I think it is very on-topic for marketing; confidence in one’s ability >to sell or confidence in one’s ability to problem solve. To have all the >marketing knowledge but no confidence, really doesn’t get you anywhere.
<snip> Another point regarding the relationship between confidence and marketing, particularly in the area of sales is that IMHO your level of confidence both in yourself and the product or service which you are selling is communicated to your prospect – through your body language, the tone of your voice, your level of enthusiasm, etc. This will impact your successfulness in sales. Therefore, it is important that you boost your confidence before you try to make a sale. IMHO the greatest boost to your confidence will be to get out there and make a sale. However, I realize that this is difficult when your feeling a lack of confidence. I would suggest listening to motivational and sales tapes as you drive around – I recommend Zig Ziglar and Tony Robbins material. Hope this helps 
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Response:
Rebuilding confidence takes a bit of time, and more than a little bit of stubbornness. Like others who have responded to you, all of us at one time or the other wonder what in the world is happening to our business, to us, and whether this is a downward trend that is only going to get worst. This may sound trivial, but what seems to work best for me is to simply fake it until I remake it. I set smaller goals, maybe to make 20 phone calls today to talk to people, (not necessarily sell to people.) I go to a trade event, which is usually a real picker upper for me since I get to renew contacts with others in my industry that I have not seen in a while. I put a mirror in front of me so that when I’m on the pohe, I can see how I am acting and use it to "get up" more for conversations. I take some breaks, and try not to obsess (even though it is hard. That is what makes most of us such hard driving business people.) And, I thread water for a little while and try to mimimize the stress of everyday life as much as possible until I get back on the horse of marketing. Take one day at a time. B. J. Arnold-Feret ppsltd at airmail.net
Response:
> I would suggest listening to motivational and sales tapes as you drive > around – I recommend Zig Ziglar and Tony Robbins material.
Personally, Zig Ziglar and Tony Robbins don’t do much for me. I always felt that Zig was a bit too heavy handed (IE, excuse me while I step on you then over you to get to the top…) and Tony was just, well, weird in some ways. However, some others always made me feel better. About 5 years ago, a friend who was into motivational tapes lent me tapes made a southern lady, and there were about 14 of them. She was just right for the moment and the time that I was at. But, unfortunately, I did not write down and keep any record of who made them. Therefore, here is brief description. I hope that one of you have run across them in your travels. She sounds a bit like Dolly Parton, said that one of the first things she did while working was to buy herself a fancy car, after which she had to fix herself up image wise to match the great car she was driving. The car, image and new confidence required money and a career, not just a job. She talks lots about time management, and prioritizing. (get a cleaning lady, buy jam at the store, clear your office, home and life of clutter, destress, etc.) She is funny while making good points. She talks about talking with your customers, rather than at them, and how to be a problem solver, not a salesman. I know that she sounds a bit like a hick, but I still remember the tapes after over 5 years. Anyone got any ideas about who made them and where I can find them? Please don’t try to sell me your own tapes, (and I know there are many of you out there…) I only want to find out who did these. Thanks. B. J. Arnold-Feret ppsltd at airmail.net
Response:
The world unfortunately is full of people who have lost their confidence in work and sometimes life. They take each day as it comes and let life manipulate them into all sort of situations. They spend the few years they are on this planet miserable and unhappy. You ask why am I telling you this ? 7 years ago I got into a situation as Sales and Marketing Manager where after 8 years of climbing the corporate ladder I got a new boss. He ridiculed my work, took my staff off me and I had the inability (sorry to say) to do anything about it. My level of confidence went down to rock bottom and my work and family life suffered. My creative abilities suffered and my colleagues started to mention it. What did I do? I thought about and made a list of what I was good at. I then created a plan as to how I could put these positive items into a business plan. I spoke to my wife and a good friend and put my notice in. For the next 6 months I did what I wanted to do, I did not make much money but I sure enjoyed myself. During this time my positive attitude returned and I looked for opportunities. Soon I secured an even better job 6 months after leaving my original job and have been their every since. I believe you must take the lead and change life to suit you. I changed my future and I am just an ordinary person. I now shape my own life and have confidence once again Jon "Moving the world"
Response:
One of the things that I’ve found that works is just connecting with people in business, as you are doing now. I’ve also had this crisis where I didn’t know what to do next, every idea was dumb, etc. Believe it or not, reading mbmm also helps. Start thinking about ideas and contributing where you can. You will realize you are still smart and therefore valuable. Jon Hutter
Response:
>Not meant to be politically incorrect, just borrowing the title of the >literary work. >Another poster commented that confidence is a bit off-topic for marketing, >well I think it is very on-topic for marketing; confidence in one’s ability >to sell or confidence in one’s ability to problem solve. To have all the >marketing knowledge but no confidence, really doesn’t get you anywhere.
Well, I have to agree with the above. I can think of no other quality needed for successful marketing than confidence. And, I believe anyone in this game (marketing) will sooner or later face a lack of confidence. My solution to the problem is to concentrate on small successes and goals. Set short-term goals and by achieving them your confidence will rebound. We can’t always swing for the "homerun" everyday. The National Organization of Small Business Owners Combining the purchasing power, information, and political influence of all members in order to increase the profitability of all members. Visit our website at: http://www.ccacorp.com/nosbo
Response:
I’m one of those people who, in over fifty years of living and trying, with both success and failures, has always managed to maintain his confidence in his ability to get things done. However, in the last year, somehow all that confidence has just suddenly vanished. And, for once, I am not too sure of what to do about the problem. Now, I recognise that I’m not afraid of rejection. In fact, there are very few things I’m afraid to try. So, the obvious aproach of simply facing up to a fear is not one that works. The thing is, I know that, for a consultant/business advisor/trainer, the only thing that gets results is that kind of confidence. I just don’t know how to get it back… What do you people do, to regain confidence? The Ur (aka Peter B Budvietas)
Response:
>The thing is, I know that, for a consultant/business advisor/trainer, >the only thing that gets results is that kind of confidence. I just >don’t know how to get it back… >What do you people do, to regain confidence?
Peter B Budvietas, I know what you feel. I work alone from a home office. So at times it gets difficult to get started. So each night before I retire I write an ACTION LIST of things to do for the next day. As I go through my day I draw a line through each item as I complete it. Even if it’s as basic as "check email", as I see several items checked off, it’s kind of motivating to see that I’m actually doing the things I planned on doing. If I don’t create an action list, I just drift through my day. Then when night comes I kick myself for not doing the things I know I should have done, sometimes it even gets difficult to sleep knowing I have a 12"+ stack of stuff to-do so I do my best to not skip creating an ACTION LIST each night. You know what’s really motivating? Call someone who’s really "peppie" and supportive just so their enthusiasm will rub off onto you. If you have Dottie Walters number (the lady from the speakers bureau) call her and tell her you want to become a paid public speaker and she will be so motivating it will lift you for the rest of the day. BTW, don’t tell her I told you to call, she’s really busy <g> Andre’ Bell Author, *The Six Keys To MLM Success* available directly from the author. http://members.aol.com/Netvicar/6keys.html
Response:
> What do you people do, to regain confidence?
(A little off-topic for marketing, but a problem that aflicts marketing professionals, no doubt.) Whenever there is a problem undermining my confidence, R&R helps. Another thing that helps is solving the problem. — http://web.mit.edu/camoes/public/home.html
Response:
>However, in the last year, somehow all that confidence has just suddenly >vanished. And, for once, I am not too sure of what to do about the problem.
This came as rather a surprise, your posts have stood out for their expertise and good sense. That’s probably the problem, people take you for granted and don’t take the time to give you positive feedback. *But you have been noticed and appreciated.* (Both in the UK and by thousands internationally!) On a practical level, you should think about what gives clients confidence in you. Your past successes, your ability to increase their profit, your expertise, your attention to detail, your abilty to solve problems….. Try making a list! If consulting itself is confidence sapping, consider what you do for your clients and do it for yourself on a small, almost hobby scale. This can be like your train set and as you can do what you want without client interference can be a great source of satisfaction and confidence boosting. Another confidence booster is to put together a website. It, again, lets you fulfill a vision without interference and as it is interactive leads to "thank you, your site was so helpful" type messages in your mail box, which would not do your confidence any harm. Sometimes one client just gets to you. Remember that it is just one and some people have hidden agendas or are just plain difficult. There’s a wonderful new word for people like that "psychotoxic". John John Block Creative, marketing aware work which Freelance Copywriter talks rather than blandly bores, actively promotes your product, International and aims to be the best Welcomes Dollar and Sterling, in your market sector.
Response:
>However, in the last year, somehow all that confidence has just suddenly >vanished. And, for once, I am not too sure of what to do about the problem.
I’ve experienced the confidence level drop but did not experience it as all of the sudden. Once I decided to do something about it, I approached it just as my work; identify the problem and implement a solution. Have you asked yourself what the cause is? Is it in selling yourself during your initial meeting, presentation? Is it due to delivering less than satisfactory results, your or your clients satisfaction? I don’t know, just throwing some things out. If you feel comfortable in discussing it here in the group, great. If not, I’ll be happy to discuss it in private, just give me an email. I noticed response has been light and understandably so but it is something all of us go through from time to time. For someone who says they’ve never experienced it, I’ll bow. But crash & burn happens to all of use and we just get back on that horse, but differently than before. — John Gerits Weekly – Best of MBMM Digest. To subscribe:
Response:
:>>However, in the last year, somehow all that confidence has just suddenly :>>vanished. And, for once, I am not too sure of what to do about the problem. I wasn’t going to respond because this hits really close to home. Your preaching to the choir on this one friend. Been there, done that, bought the T-shirt, promised myself I NEVER wanted to return but have on different occasions. For me, this happens more when things are difficult and the problems are mounting. It’s usually when I convince myself that out of the 10 issues that matter, if only 1 or 2 go my way, I’ll still be OK, and I end up with 12 issues going against me at once. To make matters worse, I can have several projects go critical at the same time. Then it starts… How could I be so stupid? Why couldn’t I see these things coming? The self doubt starts to attack and confidence suffers. To make matters worse, as independent people, we have no support to remind us in a real way that we HAVE made a difference. Usually no one is there to remind us of the 1,000 things that we’ve done right. Then, our families try to help but we discount their opinions and encouragement due to the fact that they ARE family. For me, I just get tired of the constant fight. Most of us would agree that small business is a work of love done mostly alone. Relating to friends who are NOT in business is a joke. No one can understand the daily difficulties and problems faced by an entrepreneur. They can’t understand the drive that gets us up in the morning, keep us going through the day, or gives us the internal strength to make decisions that can have a lasting affect on our families. Who in their right mind would get up for work everyday not knowing if he/she would even be paid for the effort, day after day, after day? We do! We’re the dreamers, the eternal optimists that make life better through our efforts. We are the ones who get knocked down day after day only to get back up to return tomorrow. So, I try to back up and take an honest look and obtain some perspective. In some strange way, answering business questions helps me see the value of my knowledge and helps with perspective. This helps me more than the others. Sometimes I’ll just need to stop. Slow down, take inventory, get a part time job at the 7-11 convenience store just to be around different people. Find a different perspective. I’ve been at independent business for over 20 years and still need to fight with losing confidence. Work hard NOW to stop the fall into despair. Do anything necessary to stop the fall before it gets to deep. Concentrate on the small things and obtain the benefit of dealing with those small issues. Count the wins and not the losses during the day. Concentrate on the 3 things completed on that never ending to do list and not on the 4,000 things not yet done. I have crashed and fell to a point where it was almost impossible to get back up. This is the death knell for any independent entrepreneur. We’re stubborn, difficult, and tough and when we cease to get back up from a fall, we’re finished! Please don’t permit yourself to fall into the pit. That first step is a long one when you lose all confidence in yourself. Stop it now! Take it from someone who knows: The time it takes climbing back out is not measured in hours or days or weeks. Finally, understand the fact you will never fully recover from this bout of confidence loss. But it CAN make you better, stronger, and more balanced throughout your life. :>I’ve experienced the confidence level drop but did not experience it as all :>of the sudden. Once I decided to do something about it, I approached it just :>as my work; identify the problem and implement a solution. Have you asked :>yourself what the cause is? Is it in selling yourself during your initial :>meeting, presentation? Is it due to delivering less than satisfactory :>results, your or your clients satisfaction? I don’t know, just throwing some :>things out. If you feel comfortable in discussing it here in the group, :>great. If not, I’ll be happy to discuss it in private, just give me an :>email. Hey, you want to correspond privately, I’m available also. :>I noticed response has been light and understandably so but it is something :>all of us go through from time to time. For someone who says they’ve never :>experienced it, I’ll bow. But crash & burn happens to all of use and we just :>get back on that horse, but differently than before. Agreed. Anyone who is honest with themselves must relate to this problem in a very real and emotional sense. If they haven’t, give them time. Good Luck to you and keep the faith. Claude Moore, the RhinoMan at C&S Technologies, where high tech solutions make a difference in everyday products.
Response:
Not meant to be politically incorrect, just borrowing the title of the literary work. Another poster commented that confidence is a bit off-topic for marketing, well I think it is very on-topic for marketing; confidence in one’s ability to sell or confidence in one’s ability to problem solve. To have all the marketing knowledge but no confidence, really doesn’t get you anywhere. Peter (aka The Ur) shared with this group his sudden loss of confidence, which many of us can relate to. The replies have been light and understandably so, as it is for many, difficult to discuss this in a group of peers or for that matter with other humans. I would like, hope to see this subject tackled by sharing our experience in dealing with it,.as it can benefit all of us. In hope of facilitating this, I would like to make an exception to the charter’s "no anonymous posting". Those wishing to reply to the thread can do so anonymously or mention so in the reply and I will strip all headers and assign something like anon1, anon2, in case of an exchange of replies. — John Gerits
Response:
Re Confidence. Lets face it guys it isn’t the easiest job in the world to try and build a business. Like Claude I could easily have passed this by, but it hit home too! Nietzsche said " That which does not Kill me makes me stronger" Sure you’ve got to learn from experience but you’ve got to get and deal with the tough,hard,unpleasant things in business in order to learn. For three years I’ve been building up my own business and probably the hardest part of it has been dealing with the responsibilities to staff and family. Confidence in large organisations is IMHO sort of gained from the corporate identity i.e. I work for IBM or whoever and the confidence is gained by association. When you doing it for yourself and the buck stops with you and no one else it is only natural(if you’re Human) to worry about the implications of the actions and decisions we have to make. I’d love to say that there is a clear treatment for this problem but the people that can face up to and separate out the issues we’re dealing with i.e. differenciating between business problems and personal abilities are normally the ones that seem to cope with the pressures. One final thought, however, if you’re the one running the business then you’re the one that can (or has to) make the difference. Russell Price Performance Concepts
Response:
:>> However, in the last year, somehow all that confidence has just :>> suddenly vanished. And, for once, I am not too sure of what to do :>> about the problem. : I wasn’t going to respond because this hits really close to home. : Your preaching to the choir on this one friend. : Been there, done that, bought the T-shirt, promised myself I NEVER : wanted to return but have on different occasions. : For me, this happens more when things are difficult and the problems are : mounting. It’s usually when I convince myself that out of the 10 issues : that matter, if only 1 or 2 go my way, I’ll still be OK, and I end up with : 12 issues going against me at once. To make matters worse, I can have : several projects go critical at the same time. : Then it starts… : How could I be so stupid? : Why couldn’t I see these things coming? : The self doubt starts to attack and confidence suffers. To make matters : worse, as independent people, we have no support to remind us in a real way : that we HAVE made a difference. Usually no one is there to remind us of : the 1,000 things that we’ve done right. Then, our families try to help but : we discount their opinions and encouragement due to the fact that they ARE : family. Agreed. I crave shop talk with fellow professionals because I don’t get that here (unless I talk with myself. Right, Steve? Right as usual, Steve.) : For me, I just get tired of the constant fight. Most of us would agree : that small business is a work of love done mostly alone. Relating to friends : who are NOT in business is a joke. No one can understand the daily : difficulties and problems faced by an entrepreneur. They can’t understand : the drive that gets us up in the morning, keep us going through the day, or : gives us the internal strength to make decisions that can have a lasting : affect on our families. They have no idea. : Who in their right mind would get up for work everyday not knowing if : he/she would even be paid for the effort, day after day, after day? We do! : We’re the dreamers, the eternal optimists that make life better through our : efforts. We are the ones who get knocked down day after day only to get : back up to return tomorrow. : So, I try to back up and take an honest look and obtain some perspective. : In some strange way, answering business questions helps me see the value of : my knowledge and helps with perspective. This helps me more than the : others. This is one reason that I like to teach seminars. When I toss out some little bit of knowledge that seems second-nature to me, and see someone else’s eyes light up and pen scribble frantically, it hits home that I *have* learned something in nearly 20 years in communications. : Sometimes I’ll just need to stop. Slow down, take inventory, get a part : time job at the 7-11 convenience store just to be around different people. Not the 7-11. But when I feel overwhelmed, I have this fantasy about chucking it all for a roadside vegetable stand in which my whole day consists of talking with farmers and customers about the weather. Volunteer work can also be useful for putting things in perspective. : Find a different perspective. I’ve been at independent business for over : 20 years and still need to fight with losing confidence. : Work hard NOW to stop the fall into despair. Do anything necessary to stop : the fall before it gets to deep. Concentrate on the small things and : obtain the benefit of dealing with those small issues. Count the wins and : not the losses during the day. Concentrate on the 3 things completed on : that never ending to do list and not on the 4,000 things not yet done. Credit yourself with the good work you’ve done for clients. You’ve helped them become more successful. If you’ve done it for people before, you can do it for others again. In fact, you owe it to them and to yourself. : I have crashed and fell to a point where it was almost impossible to get : back up. This is the death knell for any independent entrepreneur. We’re : stubborn, difficult, and tough and when we cease to get back up from a : fall, we’re finished! Please don’t permit yourself to fall into the pit. : That first step is a long one when you : lose all confidence in yourself. Stop it now! : Take it from someone who knows: : The time it takes climbing back out is not measured in hours or days or : weeks. : Finally, understand the fact you will never fully recover from this bout of : confidence loss. But it CAN make you better, stronger, and more balanced : throughout your life. :> I’ve experienced the confidence level drop but did not experience it as :> all of the sudden. Once I decided to do something about it, I approached :> it just as my work; identify the problem and implement a solution. Have :> you asked yourself what the cause is? Is it in selling yourself during :> your initial meeting, presentation? Is it due to delivering less than :> satisfactory results, your or your clients satisfaction? I don’t know, :> just throwing some things out. If you feel comfortable in discussing it :> here in the group, great. If not, I’ll be happy to discuss it in :> private, just give me an email. : Hey, you want to correspond privately, I’m available also. Ditto. It costs me less than a therapist. :> I noticed response has been light and understandably so but it is :> something all of us go through from time to time. For someone who says :> they’ve never experienced it, I’ll bow. But crash & burn happens to all :> of use and we just get back on that horse, but differently than before. : Agreed. Anyone who is honest with themselves must relate to this : problem in a very real and emotional sense. If they haven’t, give : them time. : Good Luck to you and keep the faith. : Claude Moore, the RhinoMan at C&S Technologies, : where high tech solutions make : a difference in everyday products. Claude’s post should be required reading for anyone who dreams of starting a business. Well done! It is a shame that response has been so light to such an important topic (I would probably have responded earlier, but my server posted only the replies, not the original post, which I had to retrieve through DejaNews. From the original post, it is not clear to me why Peter lost confidence. To the question of how you get it back… my biggest bouts with lost confidence come when we don’t get a project for which we’ve bid or lobbied. After I’m done sticking pins into the voodoo doll of the winning competitor (hey, I have a whole shelf of the things), I call the person who made the decision and politely try to find out how we might be able to improve our bids in the future (in other words, "What went wrong?") The reasons they give as to why the other company won show me that it was not a lack of perceived ability on our part, but that the other company either had a much lower bid or, because of previous experience, was seen as better suited for the job. Another jolt to confidence comes when we don’t win honors in competitions in which we enter our videos. That is easier to write off to subjectivity in judging, and I console myself by looking at the trophies we *have* won. Normally, I suffer from a self-esteem problem (it’s far too high and probably needs taking down a peg.) But there’s rarely a sales call I make in which I don’t spend at least a little time beforehand wondering, "Why the hell do they want to bother with *me*?" At some level, I feel inadequate to the task, a pretender who is afraid that someone will unmask the fact that I am a complete fraud. But the feeling passes once we start talking and it becomes clear to me and to the prospective client what my company can do for them. And we often get the projects. This is not an uncommon feeling, from what I know. I believe there’s even a term for successful, respected people who believe they’re fooling people into believing that they’re qualified. As Claude says, keep the faith. — Steve Holmes, Steve Holmes Productions (helping companies communicate through award-winning video) Iowa City, IA, USA