Articles
Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.
USA Today on The Beatles Principles
Please click on the link, below, to see the USA Today coverage of Andrew’s article The Beatles Principles
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New York Times on The Beatles Principles
Please click on the PDF link below to view this article from the NY Times
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The Beatles Principles (from Strategy+Business)
Please click on the link, below, to see the original Strategy+Business article by Andrew entitled The Beatles Principles
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New Promotion, New Clients, Now What?
A client called me recently to tell me he had been promoted. That was the good news. The bad news was that his phone had stopped ringing and his calendar was emptying out. Prior to his promotion, he had worked extensively with a senior professional in his firm, and had led most of the execution […]
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Two Unexpected Zen Masters
I recently returned from a two-week trip to Japan where I had some truly remarkable experiences, including unexpected meetings with two Zen masters. These encounters underscored for me a number of principles that are important not just to build client relationships but also to achieve professional fulfillment. For those of you who are interested, I […]
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Ideas Are Everywhere
The most common refrain I hear from client executives is a desire for more new ideas and perspectives from their service providers. In most markets, the core products and services that firms offer are nearly identical, and therefore outperforming the competition in ideas, innovation, and creativity can be a meaningful source of differentiation. It’s hard […]
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Do an “Unplugged” Performance
About 12 years ago, I was living in Rome, Italy, where I was the country head for Gemini Consulting. For a major assignment for a $5 billion aerospace and defense company, I was collaborating with a business school professor. He taught me the power of performing “unplugged” in front of clients. This professor was opinionated […]
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No Client Plan Survives Contact with the Clients (Part II)
Last month, I talked about the importance of a client plan, and the fact that many professionals dislike the process of client planning. Small wonder, since very often it becomes a bureaucratic process overburdened by complex forms. In that newsletter I set out the first 8 of 16 principles for developing a thoughtful, robust client […]
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