Articles - Page 31 of 47

Relationship Breakthroughs (No. 6): Get Clear Feedback

IBM has historically been a large vendor to this company. Some years ago, the CEO of IBM, Sam Palmisano, calls up my client’s CEO and suggests they get together to talk about their relationship. They set a date in a week’s time. The CEO then calls his executive who manages the IBM relationship and asks how they were doing. The relationship manager telephones his counterpart at IBM—repeatedly—over the course of a week. He wants to discuss things with him. He never gets a returned phone call. Nothing.

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Relationship Breakthroughs (No. 7): Focus

You have to focus if you want to be more than an arms-length vendor to your clients. This means favoring some clients and prospects over others with more of your time and attention. That may not seem fair, but it’s best for both you and your clients.

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The Client Relationship Checkup

Ten Questions the Doctor would ask you A client of mine, a Fortune-100 company, had a longstanding relationship with IBM for the provision of a variety of technology services. They told me that IBM’s then-CEO Sam Palmisano decided to visit my client's CEO. A week ahead of the visit, my client’s relationship manager for IBM […]

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What biases interfere with your listening?

One of the barriers to good listening is bias and prejudice. Stated positively, good listeners tend to have strong self-knowledge and awareness.

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Can you suggest any “power questions” to use when a client asks for a discount?

Can you suggest any "power questions" to use when a client asks for a discount?

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Are You the George Clooney of Your Market? 6 Strategies to Become a Bankable Star

“Get me Will Smith!” “We need Sandra Bullock!” “Call George Clooney!” What do these three names have in common? They are all “Bankable Stars,” a term used to describe an actor who can give investors utter confidence that they will achieve a return on their money by ensuring a large box-office draw. They are rare, […]

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Blog and Twitter Content for Power Questions

Potential Content for Blogging and Tweeting about Power Questions Potential Content for Social Media If you’ve ever wished you had just the right question to ask a prospect, client, or your boss, you’re not alone. We tend to believe that being clever and quick on our feet is what impresses and engages people. Actually, according […]

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How can I build a peer relationship with senior clients?

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