Thank you to the Foundation for Manufacturing Excellence!

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 [...]

Thank you to the Foundation for Manufacturing Excellence!2022-09-23T13:29:10-06:00

Accenture Expands Strategy Capabilities with Acquisition of The Beacon Group

Hi Friends: I'm pleased to share that The Beacon Group was acquired today (Thursday, September 9, 2022) by Accenture. I'm so happy for my friend, Cliff Farrah - Founder and President of Beacon. I'm excited for the opportunities this will bring to Beacon's amazingly talented team. And, for the new skills and abilities that this [...]

Accenture Expands Strategy Capabilities with Acquisition of The Beacon Group2022-09-08T10:10:28-06:00

The 50 Best Sales Books To Read in 2022

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 [...]

The 50 Best Sales Books To Read in 20222022-08-23T16:48:25-06:00

66 Days That Will Shape Your Future: Chapter 22 (Audio + Text)

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 [...]

66 Days That Will Shape Your Future: Chapter 22 (Audio + Text)2022-08-02T12:11:11-06:00

Guest on the Sell From Love Pocast with Finka Jerkovich

  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 [...]

Guest on the Sell From Love Pocast with Finka Jerkovich2022-07-07T16:15:49-06:00

The Daily Habits of Successful Rainmakers: Chapter 21 (Audio + Text)

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 [...]

The Daily Habits of Successful Rainmakers: Chapter 21 (Audio + Text)2022-06-28T11:12:15-06:00

Transparency Is Good, Right?: Chapter 20 (Audio + Text)

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 [...]

Transparency Is Good, Right?: Chapter 20 (Audio + Text)2022-06-16T10:32:53-06:00

How To Win Client Business: Chapter 19 (Audio + Text)

Hi, friends & colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 19: The Art of Keeping in Touch - Finding Opportunities to be Thoughtful and Helpful. This chapter discusses the importance of showing others in our professional ecosystem that we care about them and want to be [...]

How To Win Client Business: Chapter 19 (Audio + Text)2022-05-31T13:01:54-06:00

Thank you to ECG!

Thank you to Chris Collins, President of ECG, for inviting me to lead a How Clients Buy workshop in Dallas for their senior leadership team! Also, heartfelt thanks to Michelle Holmes, Chief Operating Officer, and Mary Bona, HR Director, for making me feel so welcome and for their leadership in making the event a big [...]

Thank you to ECG!2022-05-13T11:57:27-06:00

How To Win Client Business: Chapter 18 (Audio + Text)

Dear Friends & Colleagues: I haven't posted in a couple of months and the reason is I moved from Montana to New Mexico. And, for all of us who have moved in the recent past, it's a time commitment. Every time I move I swear it's the last. And, yet, we move. I'm settled in [...]

How To Win Client Business: Chapter 18 (Audio + Text)2022-05-31T12:27:01-06:00
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