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Affirm the clients decision to buy

January 3, 2021
Leadership Advisory

Careful not to over promise, many professionals miss opportunities for lack of assuring the prospective client of their firms ability to deliver.  You may be reserved in your manner, but that does not mean you shouldn’t be passionate about the capabilities of your firm and its fit with the client organization.  Everybody seeks to be affirmed in their decision to buy.  That’s your job.

If you believe the client is making a good choice by selecting your team and your firm, tell them so.  If you don’t believe in your products and services, why should the client?

Being In Control…

Feb 2, 2021

...demands self-control The meeting ran late, the taxi took twice the time estimated to arrive leaving 15 minutes to clear security and board my flight.  To my good fortune, there is no line and the security agent is waiting.  This was going to work and hope of making...

Desperation Diminishes

Jan 31, 2021

"Desperation is like stealing from the Mafia: you stand a good chance of attracting the wrong attention." Douglas Horton Many capable professionals disqualify themselves from positions of leadership because they appear desperate.  One of my mentors explained that...

Realistic or just stuck?

Jan 21, 2021

Pragmatism is basically considered a virtue in the world of accounting, finance and consulting. But there is a risk of being too realistic and over-relying on how you've always done things. My son, who works for a financial firm, shared his recent experience.  A group...