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How Clients Buy: Publishing deals in China and Taiwan

Friend and colleagues: My co-author, Tom McMakin, and I are very pleased....and, frankly, a bit surprised.....to announce that our new book, How Clients Buy, will be published in the coming year in both China and Taiwan.  In the past two weeks, our U.S. publisher, John Wiley & Sons, has signed licensing agreements for the book [...]

How Clients Buy: Publishing deals in China and Taiwan2018-10-31T19:21:17+00:00

How Clients Buy: Top 10 on Amazon!

Hi, friends.  A quick post to share some exciting news regarding Tom McMakin's and my book, How Clients Buy. We have broken into the Top 10 on Amazon in the consulting & professional services category. The book is targeted at a very tight niche and is spreading word of mouth like an Indie film.  Thank [...]

How Clients Buy: Top 10 on Amazon!2018-10-05T16:14:10+00:00

Preserving Wealth Podcast with Mike McCormick

Hi, friends.  This past week I had a great discussion with financial advisor, Mike McCormick, on his Preserving Wealth podcast.  During our 30 minute discussion related to How Clients Buy, we discussed the biggest obstacles that trip up aspiring professionals in their journey of becoming a successful rainmaker for their firms.  I'm a big fan [...]

Preserving Wealth Podcast with Mike McCormick2018-09-28T22:30:17+00:00

Interview on Wharton Business Radio on SiriusXM

Hi, friends.  This summer I had a lively discussion with Wharton Business School professors Barbara Kahn and Americus Reed that originally aired live on July 11, 2018 on Sirius XM Channel 132, Business Radio Powered by The Wharton School.  The full 30 minute conversation is now available online at:  https://shows.pippa.io/wbr-guest/doug-fletcher We discussed how selling our expert services [...]

Interview on Wharton Business Radio on SiriusXM2018-08-29T17:08:33+00:00

The Law of Specificity

There's an interesting truth in consulting & professional services (aka - expert services) that I think is worth remembering: The Law of Specificity.  Specificity sells.  Generalities don't. I've noticed that many firms market themselves as real-world, problem solvers.  Management consultants are particularly guilty of this. They provide solutions to complex business problems.  This sounds like [...]

The Law of Specificity2018-07-31T18:55:38+00:00

Conversation with Barry Moltz on AM 560 in Chicago

I spoke with Barry Moltz on AM 560 in Chicago recently about our new book, How Clients Buy.  Specifically, we talked about 'why clients buy from us'. It's a short listen, maybe 5 minutes.  I hope you enjoy it!  https://howclientsbuy.net/business-insanity-talk-radio

Conversation with Barry Moltz on AM 560 in Chicago2018-06-27T16:08:47+00:00

2018 CPA Symposium – McCormick Financial Advisors – Bozeman, MT

A big thanks to Mike McCormick of McCormick Financial Advisors in Bozeman, Montana for inviting me to discuss the client's buying journey at his 2018 CPA Symposium.  The event was well attended by many of Montana's brightest CPAs, and included a number of highly entertaining and interesting speakers from the fields of private equity, law [...]

2018 CPA Symposium – McCormick Financial Advisors – Bozeman, MT2018-06-22T14:31:04+00:00

The Beacon Group – Portland, ME

Thanks to The Beacon Group for inviting me to Portland, ME for a presentation on the client's buying decision journey and a How Clients Buy book signing.  Beacon is a growth strategy consulting firm serving an impressive list of clients in the Healthcare, Technology, Industrial and Defense industries.  Not only are they wicked smart, they [...]

The Beacon Group – Portland, ME2018-06-21T14:18:12+00:00

Buyer’s Mind podcast with Jeff Shore

I recently spoke with Jeff Shore of the Buyer's Mind podcast about The Myth of Likeability.  It's kinda long, 30ish minutes, but I think there's a kernel or two in our discussion that'll be worth your time.  Enjoy!  https://lnkd.in/gwGzPYD

Buyer’s Mind podcast with Jeff Shore2018-06-06T23:47:17+00:00

Clients Hire People They Respect and Trust

As a follow-on to last week's blog post titled,The Myth of Likeability, here's the latest in our short video series promoting our new book, How Clients Buy.  This short video is titled, Clients Hire People They Respect and Trust. Thanks to our awesome interview host, Andi Baldwin, who works with my co-author, Tom McMakin, at [...]

Clients Hire People They Respect and Trust2018-05-01T03:15:11+00:00