How To Win Client Business: Chapter 17 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 17: What Is Trust and Where Does It Come From? This chapter begins the discussion on the 4th rainmaker skill: Develop Trust-Based Relationships. All rainmakers demonstrate the ability to build trust-based relationships. As we've discussed [...]

How To Win Client Business: Chapter 17 (Audio + Text)2022-03-06T10:25:03-07:00

How To Win Client Business: Chapter 16 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 16: Why Advertising Doesn't Work For Us. In this chapter, I discuss why advertising doesn't work for the professional services in the same way it does for products. As we've learned over the previous weeks, [...]

How To Win Client Business: Chapter 16 (Audio + Text)2022-02-23T11:09:57-07:00

Podcast with Dave Bayless of Human Scale Business

                        Friends & colleagues: Dave Bayless is one of the best minds in business. His experience and breadth of knowledge are extraordinary - and his advice and counsel are sought out by many entrepreneurs and business leaders. I jumped at the chance when he [...]

Podcast with Dave Bayless of Human Scale Business2022-02-16T11:06:20-07:00

How To Win Client Business: Chapter 15 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 15: I Can't See the Forest for the Trees. In this chapter, I provide practical guidance on how we go about building our professional ecosystem and developing trust-based relationships with those we wish to serve. [...]

How To Win Client Business: Chapter 15 (Audio + Text)2022-02-08T16:19:12-07:00

How To Win Client Business: Chapter 14 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 14: Making Friends in a Natural Way. In this chapter, I discuss an important mindset shift for aspiring rainmakers: Using our professional ecosystem to make new friends is highly appropriate when it's based upon a [...]

How To Win Client Business: Chapter 14 (Audio + Text)2022-02-01T15:13:25-07:00

How To Win Client Business: Chapter 13 (Audio + Text)

  Dear Friends & Colleagues: This week's excerpt from my new book, How To Win Client Business, is from Chapter 13: Does Cold-Calling Work? And What To Do If It Doesn't. In this chapter, I discuss the low success rate of cold-calling prospective clients as a means to winning client business for those of us [...]

How To Win Client Business: Chapter 13 (Audio + Text)2022-01-24T12:36:24-07:00

Podcast Guest: BizQuick with Julie & Corey

Happy Friday, friends and colleagues: I was a guest on the BizQuick podcast recently with two amazing hosts, Julie and Corey - co-founders of SB Pace. SB Pace is a coaching and consulting firm that works exclusively with small businesses of 20 or fewer employees on strategy and growth. It was a lively and fun [...]

Podcast Guest: BizQuick with Julie & Corey2022-01-14T10:30:32-07:00

How To Win Client Business: Chapter 12 (Audio + Text)

  Dear Friends & Colleagues: This week I'm offering complimentary signed copies of my new book, How To Win Client Business, to the first 10 people who sign up for my weekly blog. Wow! What a deal. Whoever said there's 'no such thing as a free lunch'? Or, in this case, a free book. For those [...]

How To Win Client Business: Chapter 12 (Audio + Text)2022-01-09T11:40:49-07:00

How To Win Client Business: Chapter 11 (Audio + Text)

  Dear Friends & Colleagues: Happy holidays! I hope you all have some well deserved time off from work. For many of us, this time of year is a time of reflection and goal setting for the coming new year. Some set New Year's resolutions. Many don't. Personally, I am a resolution's guy. I find [...]

How To Win Client Business: Chapter 11 (Audio + Text)2021-12-30T07:50:05-07:00

How To Win Client Business: Chapter 10 (Audio + Text)

  Dear Friends & Colleagues: 2021 is almost in the books. It has been another challenging year - in many regards. With multiple waves of COVID variants - life opening up and then shutting down again. For many sectors of the economy, especially those in consulting and professional services, it's been a banner year. For [...]

How To Win Client Business: Chapter 10 (Audio + Text)2021-12-19T13:47:16-07:00
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