Make Your Service Memorable

May 1, 2016 | Business

About a month ago, I had the unfortunate experience of dropping my computer and cracking the screen. And fortunately, I purchased not only the hardware warranty, but also the damage warranty. So I contacted the company, expecting a long wait on hold, an arduous...

Don’t Make Difficult Clients

Dec 7, 2015 | Business

I recently completed a two-day training at a top drawer firm and inevitably, a discussion ensued about dealing with difficult clients. People bemoaned about how they have been victims of demanding, persnickety and unrealistic clients. Everyone had stories where they...

Planning Isn’t Enough

Jul 12, 2015 | Business

You and your firm convinced your prospects that you know what you’re doing and have done it enough to know the ins and outs to ensure a successful engagement. You did such a good job presenting your expertise that they believed you. So you can imagine how disappointed...

Don’t Be Minimized

Jul 5, 2015 | Business

In last week’s message, I delineated between professionals focusing on the engagement at hand and focusing on the project in the overall client’s vision. It’s so tempting to believe that the most important thing is a successful engagement because you see the project...

Ask the Right Question

Jun 28, 2015 | Business

When I speak with business people, I often ask how they like the professionals they use. Whether they like them or not, I always as why. So I’m fairly aware of what they are looking for and it gives me something to write about each week. I hear two things from them...