15 or so years ago, Jay Abraham recommended telling your clients you will have more time to do a better job serving them if they provide referrals to you. The idea made some sense to me when I first heard it. On the other hand, I could not see how that sort of communication could be packaged so it would be well received by clients. 

Recently, I developed a different perspective. Most, if not all of us, would agree that people in general complain more about being busy now than they did 15 years ago. And as a result of that mindset of busyness, business leaders must be attentive to the limitations (realities) ‘lived’ by many people in the workforce. Many people feel so busy they must cut corners throughout all aspects of their lives, including cutting corners at work. To the extent business leaders could make these people’s lives easier at work, it would be in everyone's best interest to do so.  It would be in the employer’s best interest, it would be in the employee's best interest, and at the end of the day it would be in the best interest of clients and suppliers. 

In small businesses, the owners and leaders in the organization often wear multiple hats - including a sales/business development hat. To the extent these small-business leaders receive referrals they are in a position to spend more time serving their clients and suppliers. And that service would [or at least could] be at an ‘improved level’. An ‘improved level of work’ could mean more creative work, which could replace mundane work [such as plodding through CRM programs to determine the next required phone call and/or the next required email for development of new business]. 

So, with that thinking in mind, I strongly believe referrals bring huge value to small businesses. 

So, small-business leaders should spend the time figuring out how to package messages that help generate referrals.

[Of course, products and services must contain value and that value must be delivered with spirit - those are prerequisites.]

Crows: I am very fond of those majestic birds.

I know many people do not see the majesty in crows so they view crows as nuisances...for some reason I have never shared that viewpoint.

Crows take care of their old, frail family members. [If you want to learn more about crows and their aging parents go on-line and search 'crows caring for parents'.]

I judge crows by what I observe them doing in our neighbourhood. Mostly, I see and hear them talking to one another. Sometimes one-to-one, sometimes in groups, which I expect are their families. Sometimes the crows seem to be calling one another, perhaps reporting on their positions or sharing news about food. Other times they seem to be arguing with one another or perhaps they are having family-to-family arguments. When crows communicate with one another they change their 'body language'. Sometimes they seem to be taking slow, deliberate steps. They tilt their heads and extend their necks, perhaps to present their faces more clearly to their audiences? Sometimes, crows' communication antics are comical...as if the crow at centre stage is a cocky teenager overacting in front of his family...parading...strutting his stuff...talking loudly...crowing what he knows. 

When I see crows doing this it reminds me of humans who crow when they know. 

Some humans cannot help themselves - they have a bad habit - they always crow when they know. They cannot stop themselves from crowing.

When humans crow what they know it tends to be off-putting. It tends to stifle communication and the sharing of important thoughts and ideas.

There is no need to crow when you know. Think before you share your knowledge. When you feel you must share what you know do your best to package it well....and time it well. 

And remember Harry Truman's advice, “It is amazing what you can accomplish if you do not care who gets the credit.” 

Instead of thinking Attitude is the winner of a competition with Intelligence, understand Attitude is a subset of Intelligence or, better still, understand Attitude is an outcome of Intelligence.

The folks who came up with the 'Fish Philosophy' have it right - "Choose Your Attitude". And, if you embrace that advice, your Intelligence will guide your choice and you will select a good/winning/positive Attitude.

Attitude, whether good or bad or indifferent, is not an innate trait of character.

Attitude is a choice.

Good/winning/positive Attitude is an intelligent choice.

***

We can split Intelligence into two general components: logical intelligence and emotional intelligence. Logical intelligence tells us we must choose a good Attitude over a bad one...so much upside...no downside. Of more importance, logical intelligence tells us emotional intelligence will have to be most-diligent to help good Attitude remain good in the faces of the ongoing challenges it will regularly encounter.