Why Clients Buy
Harry Beckwith is the author of Unthinking: The Surprising Forces Behind What We Buy. His books also include the modern marketing classics, Selling the Invisible, The Invisible Touch, and What Clients Love: A Field Guide to Growing Your Business.
I asked Beckwith how we can use his latest insights about buyer behavior to rethink our approaches to business development.
Are You a Flawless Consultant?
I had an opportunity to talk with Peter Block, author of the landmark bestseller,Flawless Consulting: A Guide to Getting Your Expertise Used. For many of us, Block helped define how to effectively manage the client/consultant relationship for project success. If you want to know more about Peter’s perspective, this quote from him sums it up:
“As an opening construct for how I want to influence clients, I start with the notion that what I’m hearing is their best version of what’s not going to take us anywhere.”
18 Minutes to Change Your Life
In this podcast, I talk with Peter Bregman, author of 18 Minutes: Find Your Focus, Master Distraction, and Get the Right Things Done. Bregman, Harvard Business Review’s most popular online columnist, offers what he calls an “inertia intervention” plan for achieving your work and life goals.
The Art of Managing A Professional Services Firm
Maureen Broderick is the author of The Art of Managing Professional Services: Insights from Leaders of the World’s Top Firms. In the book, she draws on more than 130 in-depth interviews with top firm leaders to create a roadmap for building a high-performance practice.
Seeing the Future
Daniel Burrus is the author of the bestselling new book, Flash Foresight: How to See the Invisible and Do the Impossible, and Technotrends. Burrus is one of the world’s leading technology forecasters and business strategists.
We asked him how we can use the futurist’s tools to guide our businesses and help clients find those new opportunities.