Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
Building Relationships with Senior Management
My firm has asked me to develop a target client where we’ve done some work at the middle-management level. How can I now build a relationship with senior management?
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Mindfulness and Being Yourself
Does a triathlon have anything to do with with client relationships? Yes, because it's about mindfulness and being yourself.
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Beatles Trivia
1. What was the name of the Beatles’ original drummer? Pete Best a. Extra credit: Why was he dropped from the group? The Beatles’ producer, George Martin, didn’t think he was a very good drummer—specifically, that he had trouble keeping time. Beyond that, Pete did not fit in stylistically with the other three. For example, […]
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Sgt. Pepper’s and You: Evolving Your Songs (Part II)
Forty years ago, on June 2, 1967, the Beatles released their breakthrough album Sgt. Pepper’s Lonely Hearts Club Band. It rocked the music world, shooting immediately to number one on the record charts and winning four Grammy awards. Although there is much debate about whether it is the Beatles’ best overall recording (some would opt […]
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Sgt. Pepper’s and You: Evolving Your Songs (Part I)
Forty years ago, on June 2, 1967, the Beatles released their breakthrough album Sgt. Pepper’s Lonely Hearts Club Band. It rocked the music world, shooting immediately to number one on the record charts and winning four Grammy awards. Although there is much debate about whether it is the Beatles’ best overall recording (some would opt […]
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Differentiating Yourself
A client of mine—a senior partner in a large professional firm—recently voiced the following frustration to me: “We are unique in the way that we work with clients, and we offer a clearly superior service. But clients don’t seem to recognize this. We should have even more than our share of business.” “Well,” I responded […]
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Does This Client Make Sense for Me?
A client of mine, who is a partner in a large professional firm, recently lamented to me that many of his colleagues were spending huge amounts of time chasing low-payoff RFPs. “It’s a very tough way to get new business, and it distracts us from investing more deeply in high-potential clients that we already know […]
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The Beatles Principles (Part III)
The Fab Four sold over 1 billion records, tapes, and CDs, and 36 years after their breakup they remain, in many ways, the world’s most popular band. Most importantly for us, they managed to create a whole that was far greater than the sum of the parts—no doubt the goal of any services firm. This […]
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