The Psychology of Deadlines

It is way better to be told your table at a restaurant won’t be ready for 60 minutes and then be seated in 50 minutes than it is to be told you will be seated in 30 minutes and you get seated in 40 minutes.

When you communicate a deadline, you are creating an expectation in the minds of other people that they believe you are committed to delivering. When you miss that expectation, people think you are not committed to them.

That creates huge problems in relationships, especially business relationships. People stop trusting you. People like co-workers, bosses, employees, customers, and suppliers.

Build into your deadline the likely possibility that a lot of things will go wrong. It’s better to let people know a later date that you actually meet than an earlier date you consistently miss.

Logical Pricing

Prices are not expensive or cheap. They are either logical or illogical.

If your organization’s brand is very strong and very much in demand, you can charge more money to be known for higher value, but you might choose not to do that if you want your brand to be associated with the idea of lower prices.

If your organization’s brand is weak and not in demand and you charge higher prices than your competition, you might get laughed at by prospects. Or it might shift the way prospects think about you.

If your price is so low that you can’t make a profit on what you’re selling, then you will go out of business. You will either need to change the way you produce your product or service, what you spend on marketing, or charge more.

If your price is so low that people think you are selling an inferior product or service, you are hurting your business.

You have to make logical decisions when pricing what you sell both in terms of your viability as a business and your organization’s brand today and desired brand in the future. Write down various prices and see which one makes the most sense for where you are today and where you want to be in the future.



Throughout our careers we say goodbye to people.

They retire, resign, get fired, start their own business, go to a competitor, change their type of work, become sick, or leave for some other reason.

You’ve been with this person for years.

Write the person a letter. Let him or her know how much you’ve appreciated working together. Explain specific things you learned from the person. This is a GREAT opportunity to let the other person know that he or she really mattered and really made a difference in the world. People need to hear that just like they need food and water.