5 SIMPLE WAYS TO MANAGE CLIENTS EXPECTATIONS
So many times, we are faced with a situation in which our customer or internal company relationships have changed, but we are not sure why. There can be a variety of reasons, but often it [...]
HOW TO KEEP YOUR STELLAR CUSTOMERS
How do we make sure we don’t lose the customers we can’t afford to lose?The Top 10 to 20 accounts of any B2B organization typically represent 60-80% of revenue and profit. In some cases, they [...]
WHY SHOULD YOU HAVE A PROCESS FOR MANAGING RELATIONSHIPS?
Over the past few years, I have realized the importance of process. If there is no process for doing something, then I invent one. For example, writing this article involves having a template. Once I have [...]
12 QUICK REASONS FOR READING E-BOOKS
In our age of technology and digital dexterity we read more and more via screens than we ever did.The growth of the Internet has led to us consuming news and engaging with each other in [...]
WANT TO BE A TRUSTED ADVISOR?
I've been seeing quite a few references to the term Trusted Advisors recently, and I've been talking to people about what they think it really means. The term seems to be applied more often than [...]
HAVE YOU A PROCESS FOR ASKING THE RIGHT QUESTIONS?
A few articles ago I wrote about the importance of listening to help develop better relationships. Careful listening leads to better understanding of our customers, and in my last article I posed the question “What [...]
WHAT’S THE CLIENT’S NOTION AND WHY SHOULD I CARE?
How do we develop a strategic customer relationship? What are some of the things that we need to do? Experience has taught me that to be successful it starts with understanding what your customer wants. So [...]
4 THINGS THAT MAKE MANAGING UP SIMPLE
I had just finished delivering my depressing weekly update verbally to my boss. Things were not looking good. And then he said, “Don’t come in here and tell me how f#@&ed up everything is, tell me [...]
WHAT BEING WITHOUT WI-FI CAN TEACH YOU
Have you ever been without Wi-Fi for more than a few days? If not, can you imagine what it’s like? I would bet you there are thousands, if not millions of people who would rather [...]
Recent Posts
STAY ON TOP OF LIFE WITH THESE TOOLS
Over the last few months, during networking meetings, I have noticed an increasing number of instances where people ask me about how I organize myself. Now this can be taken 2 ways. Either they are [...]
WHY ACCOUNTABILITY CAN’T BE FORCED
How many of us have worked for a company that had no accountability….they really didn’t know what it meant but tried to impose it? They believed everyone had responsibility…which they didn’t, and that was enough. [...]
WHAT SIGNS SHOW YOU ARE IN A TOXIC CULTURE?
Toxic a pretty bold word. It has tremendous implications and is bandied about frequently, so let’s make sure we are on the same page as to what it really means. If we go [...]