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Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Finish this Year Well and Start Strong in January
Fall can be an achingly beautiful season, but it can also be a pressure cooker if you serve clients. In this last quarter of the calendar year, you need to finish well, regardless of when you close your fiscal year. At the same time, you need to prepare the foundations for a successful start of the […]
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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). What Is […]
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Your Week 13 Challenge: Develop a C-Suite Relationship
You’re in the home stretch of the 100-Day Client Growth Challenge–just one more week after this! This week, you’ll apply strategies to help build a relationship with a senior executive by adding more “value for time” in your meetings. To complete this week’s challenge, be sure to read or listen to Week 13: Build Senior […]
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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. This week, […]
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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. In Week […]
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Week 7 Challenge: Use Agenda Setting Strategies + a Bonus Video
In Week 7 of this challenge, you’ll use agenda setting strategies to make an upcoming client meeting richer and more effective. Be sure to read Week 7 of It Starts with Clients, “Anticipate and Agenda Set.” How well do you really understand your client’s agenda? I define a client’s agenda as their three to five most […]
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Week 6 Challenge: Free Up a Stuck Sale
In Week 6 of this challenge, you’ll assess a sale that is stuck or not moving forward at the rate you’d like, and identify actions you can take to free it up. Be sure to read Week 6 of It Starts with Clients, as it provides in-depth guidance on how to free up a stuck sale. […]
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Week 4 Challenge: Hold a Great First Conversation
In Week 4 of this challenge, you’re going to improve your effectiveness at holding first meetings–for right now, let’s call them “first conversations” since you will most likely be meeting by phone or on a video conference. Be sure to read Week 4 of It Starts with Clients, as it provides an in-depth overview of the […]
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Week 3 Challenge: Gain Access and Set up Meetings
In Week 3 of this challenge, you’re going to begin a systematic outreach to your clients and prospects. What do I mean by outreach (singular)? An “outreach” is when you communicate with an executive to learn more about their agenda, build trust in you/your firm’s ability to help them with their most urgent problems and […]
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