Category Archives: Client Relationships

Networking In the New Normal

“How do we know who to talk to if we only see everyone on the other side in little bitty squares?” With customers’ offices closing and the remaining staff tele-commuting, the old school VP of Sales is probably reluctant to … Continue reading

Posted in Business Development, Client Relationships | Tagged , , | Leave a comment

Branding: Many Relationships, One Character

Like big corporations, solopreneurs and small businesses can generate disproportionate value by leveraging their brand. Brands represent businesses in busy, noisy, crowded marketplaces.Successful brands introduce a company’s personality and reputation even in the entity’s absence. Aggressive and clever entrepreneurs benefit … Continue reading

Posted in Business Development, Client Relationships, Creating Culture | Tagged , , , , , , , , , | Leave a comment

Personal Branding – Know Who You Are!

“I need to see Mr. Big! He is NOT expecting me!”, the loud visitor announced to an appalled administrative assistant. A well-polished gentleman had just exited a downtown high-rise’s elevator and glided toward the reception area. His untucked fitted shirt … Continue reading

Posted in Business Development, Client Relationships, Leadership Development | Tagged , , , , , , , , , , , | 2 Comments

Story-Listening To Sell More

A win-at-all-costs Operations Director summons her business manager into her office. She pointedly explains, “I have just negotiated a budget exception from the vice-president to upgrade our key production equipment. I need you to negotiate the most effective technology solution … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , | Leave a comment

Selling Experience, Buying Creativity

“Relationships drive business!”, according to the crusty sales veteran! The young sales leader rolls her eyes. The old fundamentals are true to the point that buyers acquire goods and services form sources that they like and trust. Nevertheless, in an … Continue reading

Posted in Business Development, Client Relationships, Creating Culture | Tagged , , , , , , , , , , | Leave a comment

Second Mover Advantage

The first rat gets the trap. The second rat gets the cheese. While entrepreneurs love touting their success when deploying first mover advantages, they typically overlook the established foundation that permitted early success. Before establishing a business relationship, responsible parties … Continue reading

Posted in Business Coaching, Business Development, Client Relationships | Tagged , , , , , , , , , , | 1 Comment

Plant A Strong Brand

One planted acorn grows into an enormous oak tree, in the same way a clever campaign can grow into a business empire! Just think, Netflix started out as a lazy alternative to standing in line at Blockbuster. No late fees … Continue reading

Posted in Business Development, Client Relationships | Tagged , , , , , , , , , , , | Leave a comment