Stay Close (Issue 1075)
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 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 our professional networks can quickly go dark if we don’t pay attention to them. 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 »
In which we are reminded that, when looking for an access point to a potential client, a change in direction or perspective can reveal hidden entries. Read more »
In which we are reminded that, when preparing presentations, it’s best to assume that people don’t read and they can’t concentrate on much for very long. Read more »
In which we are reminded to ask, first, and then share the appropriate details. Read more »
In which we are reminded that sometimes, we have to rescue clients from their decisions. Read more »
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