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 [...]
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, [...]
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 [...]
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. [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]