Too many professionals bifurcate their practice into serving and selling. Then they act surprised that there's no growth. Focus all your energy and resources on selling, and you...

A young business development professional was recently on the receiving end of an angry response from a prospective client.  He was shocked by the defensive and angry outburst of...

The problem is, so many of us have come to believe that past behavior predicts future behavior.  Not true, unless you keep repeating the same dumb mistakes. We are creatures of...

Here are two beliefs that will guarantee falling short of your revenue targets this year... First, accepting that the current economic difficulty is your lot in life.This...

Okay, most accountants are not comfortable making a sales pitch for new business.  But, who among you wouldn't jump at the opportunity to present clients with your specific...

If you will take the time to explain, people will be less inclined to complain. A partner shared with me recently that he felt like he was running the complaint department....