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