Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Don’t Write a Proposal Just Yet
In a difficult market, you may be tempted to get as many proposals as possible out in front of clients. But writing a proposal prematurely can hurt your chances of winning the business.
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Winning a New Client When There Is an Incumbent
How do you break into a new client when a competitor already has a strong, existing relationship? You'll need patience, but there are proven strategies that can increase your chances of success.
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How do you recover when clients feel they’ve been let down?
How do you recover when clients feel they've been let down or are otherwise disappointed about something?
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Holding Successful First Meetings
Can you provide any guidelines or rules for holding a successful first meeting with a prospective client?
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Lessons in Integrity and Loyalty from the Campaign Trail
Before the industrial age, most advisors were political counselors of one sort or another. Think of Aristotle, who tutored Alexander the Great; Cardinal Richelieu, who was King Louis XIII’s advisor and then “first minister”; or Sir Th
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Staying in Touch
How do I stay in touch with past clients, in a meaningful way, when there is no ongoing business?
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Handling Age Gaps
I'm 35, but many of the clients I need to build relationships with are 10 or 20 years older than I am, and our lives and interests seem very different. How do I build my credibility with these older executives, and how can I connect with them?
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Are Conferences Worth It?
Business professionals spend huge amounts of time and money to attend or speak at conferences. But are they worth it? Under the right circumstances, they can be.
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