2024 Client Development Resolutions

Friends and Colleagues: I enjoy the quiet time at the end of the holidays to reflect on the coming year. This year I tried something new. Rather than setting goals that lend themselves to a success or failure outcome, I tried a 'more of this' and 'less of that' approach. I listed out the things [...]

2024 Client Development Resolutions2024-01-12T15:51:16-07:00

Timothy’s Index Cards with Dave Bayless

I've known Dave Bayless for 25 years. He's as close to a true polymath as anyone I know. The breadth and depth of his knowledge across multiple fields is extraordinary. I'm 100% confident that anyone who has worked with Dave is nodding their head in agreement. Dave's latest professional deep-dive is in automating everyday computer [...]

Timothy’s Index Cards with Dave Bayless2023-10-20T11:43:40-06:00

The “Maybe” Recession: Client Development During Challenging Times

For months now, many economists have been telling us a recession is on the way. Others argue, nah, all clear on the horizon. Maybe the Federal Reserve will be successful in pulling off a soft landing. Let's be clear, a soft landing is Fed speak for a 'mild recession'. But, all data being past tense, [...]

The “Maybe” Recession: Client Development During Challenging Times2023-10-20T11:08:13-06:00

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!2023-10-20T11:09:33-06:00

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
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