On this list you’ll find links to the articles I’ve written for my newsletters and for other publications.
Client Relationships
- The Truth About the Client Experience
- Lessons of an Aspiring Chef
- How to Succeed with That Big Client Meeting
- Three Conversations That Can Make or Break Your Business
- Got Champions?
- Breaking Through Relationship Walls
- What’s Your Point of View?
- A Letter from Your Client
- A Letter to Your Client
- The Client Relationship Challenge
- The Downside of Client Relationships
- How to Sell While Serving
- When a Client Says “No”
- Is Client Loyalty an Oxymoron?
- No More Root Canals: The Power of the Client Experience
- Making the Second Sale and Beyond
- What Clients Want
- What You Can Learn from the Airlines
Consulting Process
- Dispelling Gloom and Doom
- Lessons of the Leaders
- Through the Looking Glass: Perception Is Not Reality
- The Worst Thing about Best Practices
- The Power of Simplicity
- When Clients Put You on the Hot Seat
- The Information Advantage
- Just the Facts
- One Question to Ask Every Client
- Delivering Bad News
- The One Service Every Consultant Should Offer
- What’s the Real Problem?
- When Projects Go Sideways
- When a Client Says “Yes”
- The Need for Speed
- It’s a Slippery Scope
- Averting Project Meltdown
Marketing
- Marketing Your Business When You’re Swamped with Client Work
- How to Be Heard in a Crowded Market
- How to Make the Most of Your Next Speech
- What’s Behind Your Marketing Language?
- Why People Run Away from Your Web Site
- The Question You Must Answer
- Building Your Email Subscriber List
- The Perfect Testimonial
- Client-Specific Differentiation
- The Thought Leadership Race
- Rethinking Thought Leadership
- Cattle Call Marketing
- Is Your Service Offer Compelling?
- 360 Degree Marketing
- Should You Blog?
- Fire Up Your About Page
- Be a Thought Leader—Not a Follower
- 20 Ways to Float Your Firm to the Top
- Four Tips to Beat Feast or Famine
- Eleven Principles for Great Consulting Web Sites
- Rethinking Referrals
- Five Myths of Professional Services Marketing
- Six Steps to Make Web Marketing Work
- The Ultimate Differentiator
- Write for Results
- A Service Offer They Can’t Refuse
Practice Management
- Let’s Work Together
- How’s Your Foundation?
- Are You in a Comfort Zone?
- Be Your Own Consultant
- Secrets of the Big Firms
- Before You Quit Your Day Job
- Get Your Practice on the Right Track
- Four Ways to Lose Your Best People
- How to Land Your First Client
Proposal Writing
- Why You Should Ignore RFPs
- Will Anyone Read Your Proposal?
- How to Write a Killer Proposal
- Seven Tips for a Winning Proposal
- How to Blow a Sale with Your Proposal
- Three Myths of the Sales Proposal
Selling
- The Myth of the Executive Decision Maker
- How to Sell Follow-On Work without Feeling Slimy
- The Fallacy of the Leaky Faucet Premise
- Before You Take on a New Client
- The Top 3 Reasons Why Clients Don’t Buy
- The Tyranny of Techniques
- No Cold Calling Required
- Five Sales Challenges You’ll Face
- Nudging Clients toward Commitment
- Why Not You?
- Counterintuitive Selling
- The Seven by Seven Seller
- Are Your Sales Questions Holding You Back?
- Natural Born Sellers
- The One Sales Skill You Must Master
- Sellers Are Buyers Too
- Show and Tell: Make Your Presentations Memorable
- Nine Questions to Qualify Every Sales Lead
- Six Strategies to Get Paid What You’re Worth
- “I Guarantee It”
- Four Realities of Value-Based Pricing
- Stop Closing and Start Selling
- The Trouble with Elevator Speeches
- Unseating an Incumbent
- Cold Calling: Lower Head, Ram Wall, and Repeat
- The Art of the Client Interview
- PowerPoint Rules
- Risky Business
- Rules for Rainmakers
- Selling in a Bull Market
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