Dear Friends & Colleagues:

This week I’m giving away 10 complimentary signed copies of my new book, How To Win Client Business.

If you have a daughter or son, a niece or nephew, a brother or sister, a neighbor, friend or colleague who is new to the world of professional services, I would like to send a signed book to the first 10 of you who reach out to me.

Maybe the intended recipient is a new environmental engineer, financial advisor, tax attorney, accountant or web designer, etc…..whichever the case, I wrote this book for them. And, I hope that you paying it forward will help get them started on their way to a successful career.

Let me know their name (if you would like the book personalized), their profession and any other details that might be helpful for personalized inscription. My email is: Or, you can reach me via the Contact page of my website:

Fine print: Please know that this information will not be used for any marketing purposes. Hard to believe, but there is no subversive or ulterior motives. Just a free book to a young professional who could use a hand-up.

To celebrate the launch of the book, I’m sharing an excerpt from my new book each week. This works out pretty conveniently to roughly 6 months – as there are 26 chapters. This week’s peek is from Chapter 6: The Power of Focus – The Key To Being Remembered. 

Based upon a study I conducted during the research for the book, 50% of all new clients come from referrals and inquiries from people you know. People need to remember you in order for these two pathways to open and flow. Being clear about your area of professional expertise – your focus area – is the key to being remembered at the time when client’s are considering their options. Otherwise, you won’t be in the running during the client’s buying decision journey.

Without further delay, here’s this week’s excerpt of Chapter 6. I hope you enjoy it!



Chapter 6: The Power of Focus

The Key to Being Remembered


Focusing your personal brand is a hard topic for many to wrap their mind

around. The difficulty stems from two main reasons:


  • Reason 1: The very notion of narrowing our focus defies what our intuition

is telling us.

  • Reason 2: It is often really hard to choose one thing to focus on.


Trevor is a highly skilled and talented project leader working for a management

consulting firm in Dallas. Trevor has one client that he works with full-time – a

very large technology company. Trevor’s client loves him. He and his team do

great work. He is seen as the person you go to when you have a difficult situation.

Trevor has a knack for getting things done. Over time, Trevor built quite a brand

reputation with his one client, and receives a lot of referrals within the client’s



Trevor aspired to become a rainmaker at his firm, and he reached out to me to

see if I could assist him.


“How can I help you?” I asked Trevor.

“All of my work is with one organization,” Trevor replied. “They are a great

client. But I have never sold anything before. The work just keeps coming to me

from my one client. I’d like to learn how to sell my work to other organizations.

I want to branch out and land a few other clients. The problem is I don’t know

where to start.”


I continued, “What types of problem do you want to help other client organizations



Trevor paused, “That’s the problem. I don’t have a specialty. I am a generalist.

My one client comes to me with complex problems and we roll up our sleeves and

help solve them. But I don’t really think I’m an expert at anything. I can help solve

just about any problem.”


“Who do you wish to serve…outside of your one client?” I asked.

Trevor responded hesitantly, “We can help any organization, really. They just

need to be rather large…say, Fortune 100. If they’re not large enough, they won’t

have the budget to hire us.”


Trevor’s story is one I’ve heard many times. In my experience, most of

us – including many high-achievers such as Trevor – have a very difficult time

answering the following questions:


  • What do I do best?
  • What do I want to be known for?
  • Who do I wish to serve?
  • What makes me unique?


Many talented people have been so busy for so many years that they haven’t

taken the time to reflect upon what they are really good at – or what they wish to be

known for. They are just really good at solving the problems that are placed right

in front of them.



Click here to order your copy of my new book, How To Win Client Business, today!