Category Archives: Client Relationships

If you want the business, find the spark!

I have a friend of mine who likes to use the term “spark” to describe the emotional connection between two people beginning a romantic relationship. Most of us can recall a situation in our past where all the “specifications” for … Continue reading

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Before You Say No, Five Steps to Find Your Yes

After the final no, there comes a yes and on that yes, the future of the world hangs.    (Wallace Stevens) A sales executive friend of mine likes to say that the selling only begins after you’ve heard the first … Continue reading

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How are you showing up as an active listener? Five traps to avoid.

How often do you show up for a meeting or a discussion, only to find your partner in a complete state of disarray, heavily distracted by telephones, email, social media, other employees stopping in to interject a thought or start … Continue reading

Posted in Active Listening, Advising, Asking Questions, Client Relationships, Communications, Emotional Intelligence, Feedback, Personal Connection, Reframing | Leave a comment

How are your clients grading you on your authenticity?

In a recurring theme in our current election cycle, both major candidates are suffering low poll scores with their levels of authenticity, trust and transparency. In the early 1990’s, I remember there was a university professor and consultant that my … Continue reading

Posted in Advising, Client Relationships, Employee Engagement, Leadership, Personal Connection | 2 Comments

Drive Discovery from Curiosity

Think about the last friendship you formed. I am willing to bet that you didn’t spend a lot of time in that first conversation stressing to them what a good friend you could be, how you could bring value to … Continue reading

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Five steps to winning client trust by speaking your truth with power

Recent research of buyers of high value solutions is telling us that those buyers first interact with providers quite late in their buying process, and come to the discussion already very well informed about the value proposition and basic functions … Continue reading

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The DNA of a Powerful Question

“The processes used by a coach, a counselor, a psychotherapist or a guru are similar:  they build the awareness and responsibility of the client.”  (John Whitmore) I was in my manager Bob’s office, and we were going toe to toe.  … Continue reading

Posted in Active Listening, Advising, Business Development, Client Relationships, Communications, Leaders as Coaches, Personal Connection | 2 Comments

Serve Before You Sell!

This month’s tip:  Add value to to your team or client before worrying about how you will be compensated for that service.  Said another way, advise and serve as if you are independently wealthy. It was winter in 1974 and … Continue reading

Posted in Business Development, Client Relationships, Personal Connection | 1 Comment

The first question: What do you really want? (What is compelling you to act?)

I was frustrated. Over several meetings, we had come to a detailed understanding of the learning outcomes the client hoped to achieve in a series of workshops on relationship building skills. I had been able to draw strong lines between … Continue reading

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Reframing – Deliver Your Feedback with a Twist!

There is a traditional Taoist story of an old farmer who owned a horse, which he used for transportation and for working his fields. His neighbors thought him quite wealthy because he owned a horse. One day his horse ran … Continue reading

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