Move Your Clients to Action

Apr 12, 2015 | Business

What do you do when you have an idea for a client or prospect that’s exactly what they need but they don’t respond positively to it? After all, they’ve told you how many times they want solutions from you, not just meeting regulatory, legal or code compliance. You’ve...

Clients Look for One Thing

Mar 23, 2015 | Business

Several years ago, I observed a department meeting where the leader of the group emphasized that to get new business was to find ways of demonstrating how good they are. He honestly believed that prospects came and stayed because of the firm’s expertise. I have to say...

Tell the Story Well

Feb 22, 2015 | Business

Technical people are notorious for thinking that their technical reports and details are sufficient in communicating the situation to their clients. You’re a technical person and when you think like a technical person, you lose the message in the details. Your focus...

Be Integral to Clients

Feb 8, 2015 | Business

Serving clients is the whole reason why you are in the business. There is a certain delight you get when they appreciate you and your work. But the real fulfillment comes when your clients hold you in such high regard that you are considered invaluable to them. That’s...

Don’t Chase Rabbits Too

Dec 15, 2014 | Business

I’m in the middle of an engagement for a client and I’m in unfamiliar territory. I’ve become a source of frustration for my client. This is unusual, as I strive to not only be the solution, but to generate ideas, options, and ways of preceding that add value to the...