Articles - Page 28 of 49

How to build Peer Relationships with Your Clients (Part 3)

To become a client’s trusted advisor, you must be viewed as a peer. In my last two posts I talked about the importance of demonstrating professional acumen and C-Suite behaviors. In this post I explain the importance of values alignment for a senior executive who is bringing someone into their inner circle.

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How to Build Peer Relationships with Your Clients (Part 2)

To become a client’s trusted advisor, you must be viewed as a peer. In my last post I talked about the importance of demonstrating Professional Acumen. In this post I set out the "c-suite" behaviors you need to exemplify if you want to be accepted as a peer by senior executives.

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How to Build Peer Relationships with Your Clients

To become a client’s trusted advisor, you must be viewed as a peer. This doesn’t mean you must become a literal peer. If you work with a CEO, for example, you will never be their strict peer in an organizational or hierarchical sense. But if you want a seat at the table with them, they need to consider you as a peer in three areas: Professional acumen, behavior, and values. Let’s look at what these are and how you demonstrate them. In this blog I will cover point one, Professional Acumen.

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Outstanding sales call preparation

How often do you jump into a car or taxi and show up at a prospect’s office ready to ask questions and pitch your solutions—but without really having prepared? Many senior executives I’ve interviewed have told me this happens all the time. And, they usually add, they aren’t impressed with someone who walks in knowing very little about their business and their issues.

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Wait! Eight Reasons You Shouldn’t Submit That Proposal

By Andrew Sobel You’ve probably starred in this drama before. A prospective client calls, interviews you for 20 or 30 minutes on the phone, and then asks you to submit a proposal. Sensing they are too junior to hire you, you try and set up a meeting with their boss. You’re told, “He’s asked me […]

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The Six Paradoxes of the Successful Client Advisor

Paradox: "a person or thing exhibiting apparently contradictory characteristics" In studying great client advisors all over the world, it has always struck me how pardoxical the role of trusted advisor is. Those who are best at it manage to balance a series of inherent tensions. Six Paradoxes 1. Product/Relationship There is always a tension between […]

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11 Relationship-Building Pitfalls That You Must Avoid

11 Pitfalls to Avoid in Client Relationships Experience is the best teacher, and that’s why the tuition is often high. Here are 11 common pitfalls that professionals fall into when advising clients. I’m personally quite familiar with these mistakes because I’ve made most of them at one time or another in my career! At best, […]

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Managing Your Three Relationship Time Horizons

Winning new revenue in the short term while building relationships for the future Have you felt this way? “I know I’ve got to make these investments in building long-term relationships, but I keep getting consumed fighting fires on a day-to-day basis” “We’re under pressure to get revenue now, this quarter—it’s hard to balance that with […]

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