Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Earning Clients for Life as a Trusted Advisor
Competition, commoditization, client sophistication, and transparent markets mean that few services can be truly differentiated in their own right. Strong, enduring client relationships, therefore, are the lifeblood of most organizations. Long term relationships serve another key function in today’s tumultuous markets: they reduce risk for both clients and service providers. It’s not easy, however, to […]
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Your Week 14 Challenge: Become a Person of Interest to the C-Suite
This is your final challenge in the 100-Day Client Growth program. Congratulations on finishing! This week, you’ll work on becoming a person of interest to senior executives. To complete this week’s challenge, be sure to read or listen to Week 14: Become an Irresistible Person of Interest in It Starts with Clients (pages 217-228 in the hardcover version). (If you […]
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Week 12 Challenge: Create a Personal Promoter
I hope you’re enjoying these weekly challenges, and have been able to apply the clients-for-life strategies to growing your relationships. If you have any examples of progress you’ve made–client relationship successes large or small–please share them with me. I’d love to hear from you, and will confidentially highlight these examples in future emails (write me […]
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Week 11 Challenge: Bring Big-Picture Thinking to Your Clients
I hope you’re enjoying these weekly challenges, and have been able to apply the clients-for-life strategies to growing your relationships. If you have any examples of progress you’ve made–client relationship successes large or small–please share them with me. I’d love to hear from you, and will confidentially highlight these examples in future emails (write me […]
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Week 7 Challenge: Use Agenda Setting Strategies + a Bonus Video
[Please note: this article, and the rest of the articles in this series, together constitute the 15 emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] In Week 7 of this challenge, you’ll use agenda setting strategies to make […]
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Week 6 Challenge: Free Up a Stuck Sale
[Please note: this article, and the rest of the articles in this series, together constitute the 15 emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] In Week 6 of this challenge, you’ll assess a sale that is stuck […]
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Week 1 Challenge: Review Your Client Base and Accelerate Your Outreach
[Please note: this article, and the rest of the articles in this series, together constitute the 15 emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] One of the secrets to building clients for life is starting with the […]
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Day 1 Challenge: Adopt the Advisor Mindset and Serve More Client Needs
[Please note: this article, and the rest of the articles in this series, together constitute the 15 emails in the It Starts with Clients Client Growth Challenge. Please subscribe here to receive them on a weekly basis over the next 100 days] Welcome to the 100-Day Client Growth Challenge. I’m excited that you’re joining many […]
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19 Techniques to Create Powerful Client Conversations
My newest (and ninth) book was released today in hardcover–It Starts with Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue. It’s already number 1 in Customer Relations and number 2 in Business Consulting categories on Amazon.com. It’s my “capstone” book on building clients for life as a trusted advisor–the culmination of 25 years […]
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