It always surprises me how many of my colleagues are reluctant to use the telephone. I think that it is partly because you might fear that in a telephone conversation someone could ask you something that you do not know how to address, whereas by e-mail you have time to think.

I do maintain that confidence in using the telephone and practice are essential for a successful career in business.

When I first started as a consultant I was required to cold call a whole bunch of current and former clients asking if they would like to participate in a survey we were conducting for the European Commission. At first it was horrible, but I soon got the hang of it and now I would say that my time on the telephone is even more productive than my time with colleagues on a face-to-face basis.