Articles

How to Turn the First Sale into a Long-Term Relationship

For many professionals, the toughest part of building long-term client relationships is getting the client in the first place. But moving from the initial sale to an ongoing relationship has its own challenges. In fact, it requires careful planning and thought—starting on the very first day of your new relationship. You need to follow these […]

Four Things Every Client Wants in a Relationship

What do clients really want? I’ve interviewed and surveyed thousands of executives over the last decade about what they look for in a relationship with an external provider or advisor. Each client is unique, of course, and looks for somewhat different things in each specific transaction or engagement. But if you boil it down, there […]

First Meeting Assessment

Relationship Evaluation

Best Practices for Building C-Suite Relationships

Six Essential Roles You Should Play with Client Executives

Have you ever gotten a call from a client who said, “I just want to run something by you”? Perhaps on a different day that same client asked you, “How’s my team doing?” On yet a different occasion he or she may have pushed you to talk about what you’re seeing out in the marketplace […]

The Company We Keep: Is It Hurting or Helping Our Reputation?

  Former CIA head and four-star general David Petreus is man of extraordinary accomplishments and service to his country. And so is General John Allen. But both their reputations have been diminished by their friendship with Jill Kelley in Tampa, Florida.  

Misconceptions About Using Questions in the Sales Process

  Advice abounds on "asking good questions" during the sales process. I believe much of it is confusing or even misleading. My clients and readers have enjoyed Power Questions, but have asked for more detailed guidance about the use of questions specifically in sales and business development. In response, I have just published a short ebook entitled Power Questions to Win the Sale. It's available in all ebook reader formats. My next few blogs are based on it.  Here are some examples of what I mean by misleading advice about asking questions: