Here's a riddle for you to ponder... It cannot be bought, forced, or demanded. You can have it, but not hold it. It can take years to gain and yet be lost in seconds. It’s the single most important element of any transaction or relationship. What am I? You guessed it: Trust. Hi, Friends and [...]
Friends and Colleagues: I enjoy the quiet time at the end of the holidays to reflect on the coming year. This year I tried something new. Rather than setting goals that lend themselves to a success or failure outcome, I tried a 'more of this' and 'less of that' approach. I listed out the things [...]
I've known Dave Bayless for 25 years. He's as close to a true polymath as anyone I know. The breadth and depth of his knowledge across multiple fields is extraordinary. I'm 100% confident that anyone who has worked with Dave is nodding their head in agreement. Dave's latest professional deep-dive is in automating everyday computer [...]
For months now, many economists have been telling us a recession is on the way. Others argue, nah, all clear on the horizon. Maybe the Federal Reserve will be successful in pulling off a soft landing. Let's be clear, a soft landing is Fed speak for a 'mild recession'. But, all data being past tense, [...]
Thank you to Carrie Hines, Executive Director of the Foundation for Manufacturing Excellence, for inviting me to speak at the Center Best Practice Conference 2022 this past week in Chicago. I presented the findings from my research on the consumer behavior of the client's buying-decision journey in the professional services. A wonderful group of people [...]
Hi, Friends: It never ceases to surprise and amaze me that the little book that Tom McMakin and I wrote in 2018 (How Clients Buy) would resonate with so many. And, yet, it has and continues to. I'm delighted, naturally, and happy that others are finding value in our stories. This past week How Clients [...]
Hi, friends & colleagues: Motivation is what get's you started; habit is what keeps you going. Jim Ryan, Olympic runner, ESPN's Best High School Athlete of all Time, first high school runner to break the 4 minute mile This week's excerpt from my new book, How To Win Client Business, is from Chapter 22: Making [...]
Hi, friends. I was a guest last week on the Sell From Love podcast. Finka Jerkovic is an insightful and entertaining host and I also think you'll enjoy her excellent book by the same title - which can be found on Amazon. Finka specializes in the financial services industry, but there is a lot [...]
Hi, friends & colleagues: Most of us enjoy our work in professional services; it challenges us and we get to solve important world problems. And we get paid pretty well in doing so. But the hard reality is that in order to make partner or succeed in our own firms, we have to learn how [...]
Hi, friends & colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 20: Transparency Is Good, Right? - How and When to Be Transparent. This chapter discusses the importance of sharing our authentic self with our professional ecosystem. Being transparent applies to our personal qualities that make us [...]