Articles

Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.

Want to add more value? Don’t ask your client

It’s dangerous to generalize about what clients want, because clients are like snowflakes: Each client is unique and must be approached that way. However, it’s safe to say that the biggest trend in client relationships is the drive for more value. Clients want to see more value in their relationships with a broad array of […]

Read article
Client Centricities

What questions can I use to engage a client that is "even keel" and has no sense of urgency about changing?

Read article
Winning New Clients (part 2)

Even if you’re good at retaining your relationships for the long term, it’s essential to add new clients each year. These could be brand new names, or new clients within existing client companies where there are multiple economic buying units and businesses. In the last issue of Client Loyalty, I described the first 7 strategies […]

Read article
How persistent should I be in following up with a potential client?

How persistent should I be in following up with a potential client I submitted a proposal to?

Read article
How can I deal with an “impossible” client?

How do I deal with an "impossible" client?

Read article
Is Your Client Experience Truly Different?

Do you offer a competitive or a truly unique client experience?

Read article
Can we really teach our professionals to be trusted advisors?

Can we really teach our professionals to be trusted advisors?

Read article
Creating a Unique Client Experience

In many markets, we are seeing a fundamental shift in the way value is created for clients and customers.

Read article
Back to top