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