Explore over 350 articles that will help you grow your client relationships and improve your personal effectiveness.

The Power of Reflection

Do you ever have the nagging feeling that you don’t have time to really think anymore? You’re not alone. A variety of factors have conspired to rob us of time for reflection about ourselves, our lives, and the problems and issues that our clients face. Today, our minds are rarely silent. The average businessperson receives […]

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The Doubting Mind

“I used to work for an old-fashioned rainmaker,” a client of mine once told me. “He had that ‘take no prisoners’ approach to sales and customer relationships. His motto was, ‘Sometimes wrong, never in doubt.’” Never in doubt, indeed. It’s one thing to have deep-seated conviction about your views, quite another, however, to obscure the […]

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After Arthur Andersen: Back to Basics

Arthur Andersen, one of the most revered names in the pantheon of great professional service firms, has been indicted by a federal grand jury and charged with obstruction of justice in the Enron affair. Is this an isolated case? Not really, in the sense that large professional firms everywhere are facing many of the same […]

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The Mindset Of Independent Wealth

I. IDEAS FOR ADDING VALUE AND BUILDING LOYALTY Developing The Mindset Of Independent Wealth What I’m about to describe is one of the most powerful things you can do to attract and keep clients. If you are successful at it, you’ll create a palpable aura around you that is enormously attractive not only to clients […]

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Who Advises the CEO?

(Versions of this were published in Executive Excellence and Manage) Today’s corporate leaders face an unprecedented pace of change and a daily need to make difficult, complex choices. Sage, trusted advisors are needed more than ever. But whom do CEOs really turn to for advice and counsel? The answers will surprise you. Behind every great […]

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Steps to Grow Your Client Base Now

I. IDEAS FOR ADDING VALUE AND BUILDING LOYALTY ———————————————————————————————— Steps You Should Take Now to Grow Your Client Base ———————————————————————————————— January is a good time to reflect on ways to grow your client base during the coming year. Creating quantitative goals and detailed plans can be useful but also dry and limiting; I focus instead […]

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Seven Principles for Retaining Your Clients

I. IDEAS FOR ADDING VALUE AND BUILDING LOYALTY   ——————————————————————————————————— Seven Principles for Retaining Your Clients During Uncertain Times ———————————————————————————————————   A friend recently confided in me, “Things are so bad that I haven’t seen a client in nearly a month.” Another, though, took two weeks to return my phone call because she has been […]

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Publishers Weekly “Clients for Life” Starred Review

JAGDISH SHETH AND ANDREW SOBEL. Simon & Schuster, $26 (288p) [Starred Review] ISBN 0-684-87029-0 * Whereas most professionals aim to develop long-term relationships with their clients, many find that their clients may treat them more like a one-shot expert-for-hire than that trusted member of the inner circle. Arguing that in today’s competitive era, clients are […]

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