Managing the First Five Minutes of Interactions

We’ve all been there…the dreaded meeting that seems to have no direction or flow, and those in attendance are scratching their heads thinking “why am here?” or worse, “what a waste of time!” How many times do we find ourselves meandering through these types of...

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Planning for Enhanced Client Interactions

If you’re like me, there is only one reason you’d start a road trip without first fueling the car: because the service station several miles down the road offers lower prices than the gas station around the corner. So you’ve worked a stop into your itinerary. Smart...

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Navigating the Decision-Making Process

To most effectively navigate the decision-making process, we must first recognize that both formal and informal decision-making processes run in parallel. Second, it’s also important to identify the key players in both processes — and work to build relationships with...

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Qualifying Opportunities

Qualifying opportunities means making sure the opportunity that we have helped to surface is real, winnable, and worth our firm’s time to pursue. THERE ARE A COUPLE OF PROVEN APPROACHES TO QUALIFY OPPORTUNITIES. 1. One approach is to ask questions that will enable...

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When Is It a Good Idea Not to Prepare for a Meeting?

THE LACK OF PREPARATION CEDES COMPETITIVE ADVANTAGE EVERY TIME Yet amazingly over the last couple weeks, I had conversations with two leaders of rather sizable professional services firms who shared anecdotes about upper level consultants who were headed to upcoming...

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Gaining Access Through Warm Introductions

Gaining access to new, targeted contacts at your clients — and beyond with referral sources, prospects, etc.— by asking for warm introductions is a simple and very effective way to grow and nurture your business relationships. GAINING ACCESS, SAID IN ANOTHER WAY, IS...

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Know Your Own Firm

In a previous blog, I focused on how important it is to “know your client” by doing broad business-related research into their worlds so you are able to expand your conversational comfort zone, engage more fully with your client, add more value, and drive scalable...

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Know Your Client

One of the easiest business development concepts to deploy is one that offers the most significant — and often the most immediate — payback. It’s called “know your client.” YOUR JOB IS SIMPLE: GET TO KNOW THE CLIENTS YOU ARE ALREADY SERVICING BY MOVING BEYOND...

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How to Create an Elevator Pitch

Professionals often think the elevator speech (AKA the hallway speech, the personal statement or the introductory snapshot) is something they’ve “got down” but, too often, they don’t have it down at all! Instead, many professionals have given their elevator speech...

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