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 […]
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Client Centricities
What questions can I use to engage a client that is "even keel" and has no sense of urgency about changing?
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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 […]
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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?
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Is Your Client Experience Truly Different?
Do you offer a competitive or a truly unique client experience?
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Can we really teach our professionals to be trusted advisors?
Can we really teach our professionals to be trusted advisors?
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Creating a Unique Client Experience
In many markets, we are seeing a fundamental shift in the way value is created for clients and customers.
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