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Client Retention Requires Assertiveness

Assertiveness is a critical personality trait for maintaining client focus.  Assertive people have a forceful presence and a natural ability to advocate for the client.  They...

Choose your clients carefully

You've got to be positive about people if you want to possess a strong client focus. Surround yourself with great clients and you'll do well.  Attract the wrong clients and not...

5 Client Focus Traits

Client focus involves more than just regular contact with the client.  It is the ability to anticipate clients' needs, develop creative solutions and support the delivery of...

Affirm the clients decision to buy

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...

Sell Conviction

The candidate scored high on sociability and was clearly a people person, but she scored low on the expressive scale.  The CEO wanted to know, 'how can that be?' Aren't...

Selling work

...is so hard. ...and it's not my responsibility. Believe it or not, that's the push back managing partners are getting from partners and directors regarding business...