Choose Ambitious, Bold Clients

Reframing Work and Life #3: The Client Aspiration Matrix There is an unreservedly important but often ignored quality that you should always look for in your clients. It is called ambition. Boldness is another way of putting it. Many executives…


How to Reframe Client Problems

Reframing Work & Life #2: Putting client problems in a new light The physicist Albert Einstein reputedly said that if he had one hour to solve a problem on which his life depended, he would spend 55 minutes studying and…


Four Types of Power Questions

Reframing Work & Life #1: The Power Questions Matrix Jerry Panas and I coined the term “Power Questions” in our book of the same title. Somewhat to our amazed delight, it went on to become a global best-seller that has…


How to Manage Small or Transactional Clients

Small and/or transactional clients can pose many problems. In fact, dealing with these types of clients is a vexing issue for many companies. Here’s why: Small Clients: Are costly to service—they can use up senior time (partners, senior executives) with…


Do Clients See You as an Expense or as Part of Their Growth?

Ellen and Peter are both partners with large, well-known public accounting firms. They both went to good schools and have years of experience in auditing the financial statements of Fortune-500 companies. That’s where their similarities end. Ellen is a trusted…


Build Your Network Before You Need it

I get a lot of requests. Very rarely—almost never—the person writing me asks a simple question: Is there anything I can help you with? Those get my attention. Although the last one like that was years ago. One morning, while…


A Pure and Selfless Motive Can Move Mountains

(Note: This true story, told by my co-author Jerry Panas, was published as a chapter in our book Power Relationships) In Oswego, Kansas, people are mighty proud of their twelve-bed community hospital. There are other hospitals in larger neighboring cities. But…


The Secret to Making People Root for You

The US presidential campaign is now in full swing. I won’t comment on this campaign, but I will describe something fascinating that happened in a very important presidential race from the last century. It illustrates the power of self-disclosure and…


The Most Powerful Relationship Commandment

Steve Pfeiffer had just stepped down as chairman of one of the largest law firms in the United States, Fulbright & Jaworski (now Norton Rose Fulbright). Elected and reelected three times by his partners, he served three terms as chairman…


How to Transform a Relationship

On November 25th, 2008, Citigroup executive James Bardrick stepped off his plane at the Mumbai airport in India. At the time, he was co-head of Citigroup’s banking business for Europe, Middle East, and Africa. His keen intellect, easy way with…


 

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