In which we are reminded that it can take time and many baby steps before a client will take the risk of relying on us for professional advice … and it helps if they like us, first. Read more »

In which we are reminded to visualize or rehearse what we plan to do when we shift from one environment or one client meeting to another. Read more »

In which we are reminded to save our strength, to conserve our resources, to be a bit patient when we see that the prospects or customers we’d like to engage really aren’t ready to talk… it’s too soon. Read more »

In which we are reminded that one key to spotting opportunities in prospects or existing clients is to check in with them frequently so we can monitor the progression of ideas to plans and action. Read more »

In which we are reminded that, when looking for ways to “get in the door” to new accounts, it’s very helpful to connect with someone on the inside who can push for us. Read more »

In which an evening of vigorous Bananagrams reminds us that, when pursuing business with a major account, we’ll do better if we spread out wide, building pathways and advocates in many parts of the firm, rather than concentrating all of our efforts on one person or department. Read more »

In which we are reminded, again, to conserve capacity for the plum accounts that have the biggest impact on our production. Read more »

In which we are reminded to segment our client bases so that we can better meet their needs and price accordingly. Read more »