Hi, friends: Seeing an image of two colleagues having coffee seems so distant today. I have missed these personal, one-on-one interactions the most during this global COVID-19 pandemic. When we get back to the new normal, I hope that I won't take these seemingly simple aspects of life for granted. Those of us in professional [...]
Hi, friends and colleagues: I am reaching out to invite you to participate in a quick survey that I'm conducting for my new book, How To Win Client Business, scheduled for publication by Wiley in Q1/2021. This anonymous survey is focused on understanding the most common pathways for new client business in consulting and professional [...]
Hi, friends: I'm very excited to announce that I have a new book scheduled for publication with Wiley in early 2021. The title of my new book is How To Win Client Business. My target readers are mid-career professionals (consulting, accounting, law, engineering, finance, marketing, etc.) with aspirations of becoming partner in his/her firm. [...]
Hi, friends & colleagues: For our audio book fans out there, I'm happy to announce that Wiley has just released How Clients Buy on audio book. Our audio book was beautifully narrated by Barry Abrams. While I'll admit to still preferring an actual book with real paper pages to an audio book, I realize some [...]
Hi, friends. I was honored to be a recent guest on the Manage Smarter podcast hosted by C. Lee Smith & Audrey Strong. I say honored sincerely because it's not only one of my favorite podcasts, but because the podcast has included such iconic guests as Tom Peters, Jeffrey Gitomer, Jennifer Gluckow and Brian Tracy. [...]
I get asked on a regular basis if advertising works in consulting and the professional services. Especially by people who have recently gone out on their own. These people typically have a lot of expertise relating to their craft. They just need a few clients to get things rolling. Why is this such a hard [...]
Selling an expert service is much different (and harder, too) than selling a tangible product. Clients experience much greater risk in hiring a an expert than in buying a tangible product - even when the tangible product has a steep price tag. The key difference lies in the gap between ‘what is’ and ‘what could [...]
If you've been along on the How Clients Buy journey with Tom McMakin (my co-author) and me, you've heard frequently that we believe there is a big difference between how clients buy professional services and how customers buy products. (Note: For more on this, I encourage you to read Chapter 3 in How Clients Buy: Beyond Pixels [...]
Dear friends: I was very pleased to be a guest this week on The Lifetime Body podcast hosted by my good friend, John Zombro. I've known John for nearly 20 years, first meeting him when I had a running related injury when I was much younger and less wise as it relates to training. John's [...]
As we begin the new year, I'd like to start with a topic that's been on my mind for the past few weeks: the role that enthusiasm plays in the clients buying decision journey. I spend much of my time thinking, writing and speaking about 'how clients buy' in the professional services (accounting, law, consulting, [...]