When asked, most firms would say that their #1 business goal is to get more work. The only way to get more work for the firm is to get it from existing clients, or to develop new client relationships. It’s well-documented that it’s far easier to get more work out of an existing client than [...]
My 22-year-old son tells me that the days of sexism and racism are gone, and for all I know that may well be the case for his generation, but it’s not for mine. I’m amazed at the constant examples of sexism and racism and other isms that I see regularly in my professional and personal [...]
We spend so much of our time, energy and money on attracting and keeping clients that the thought of firing one seems defeatist. But firing clients can be good for business. Here’s why. Bad clients waste out time. One of the annoying elements of a bad relationship is that it tends to take [...]
I’ve been blog- silent for a month, but not idle. Frankly, work has kept me pretty busy, which is a very good thing when you’re a consultant. But that’s hasn’t meant I could be lazy about business development, so I’ve been equally busy making pitches to various potential clients. Pitching is a part of the [...]
In professional services today, the bar for client and target interaction is so incredibly low it’s hard not to trip over it. On the bright side, this provides huge opportunity for those who get it right. As a business person, strategist, marketer, coach and consultant, I am shocked at how low the client service bar [...]
Professional services firms work hard at landing new clients and maintaining good relationships with existing ones; in part because client attrition is a reality of business. For some organizations, concern about the internal ramifications of client churn causes them to work hard at ignoring attrition. They know it happens but they try not to dwell [...]