Jerry Panas and Thanksgiving Blessings

Read Jerry Panas’ encouraging Thanksgiving exhortation, below. It’s for every day, not just Thanksgiving. And, read about why he had such an impact in the world: My coauthor for two books (Power Questions and Power Relationships), Jerry was arguably the…


Ideas Are Everywhere and Everyone Can Come Up With Them

Willie Nelson, the acclaimed country singer-songwriter, has written over 1000 songs. A journalist once asked him, “How do you do it—how do you keep coming up with new songs?” His reply: “Songs are everywhere.” John Lennon and Paul McCartney of…


20 Opportunities to Grow Your Client Relationships

Are your client relationships growing, staying the same, or shrinking? How much influence do you really have over the direction they take? The answer to this second question is, I believe, a whole lot. While many factors influence whether or…


12 Indicators of Relationship Decline

The CEO of a Fortune-100 company I was advising got an unexpected call from the CEO of their largest technology supplier. The technology company CEO said he was going to be in New York City the following week and wanted…


Eight Strategies to Grow Your Business in Any Market Conditions

One of my clients, a global consulting firm, wanted to build a relationship with a Fortune-50 company in the Midwest. This company never used consultants, and my client had virtually no preexisting relationships with their management. However, my client was…


Keep Your Clients for Life – It Starts With Clients Day 100

Why do some client relationships slowly diminish and die, while others thrive for years? A key secret to keeping clients for life has to do with treating old clients like brand-new clients. You can learn how to do this in…


Nine Reasons Why You Lose Clients – And What to Do About It

The playwright Oscar Wilde defined a gentleman as someone who “is never unintentionally rude.” Likewise, you never want to have a client relationship end unintentionally and without a sound reason. Unfortunately, relationships often avoidably come to an end. Clients usually just vote…


Want More Share of Wallet? Grow Your Share of Mind

Everyone would like more of their client’s business—more “wallet share.” But few are willing to invest the time and effort to do what it actually takes to earn that additional share of their client’s expenditures. The strategy to gain more…


The Piercing Roar of a Hungry Black Bear

During this COVID-19 crisis, we can all use some lighthearted news/entertainment. This may fit the bill for you. At six o’clock this morning I walked out of my bedroom and saw a large black bear on the other side of…


How to Heal Broken Relationships (Part 1)

The Causes of Relational Conflicts Early in my career, I had an important relationship with a colleague at my old firm, but it began to slowly deteriorate. Eventually, he stopped communicating with me and grew bitter—I know because he began…


 

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