Most of us work in businesses that require us to win clients who are already working with our competitors, something we euphemistically refer to as a “competitive displacement.” It can be difficult to win your dream clients, and you can easily…Continue Reading
The truth is that there is no magic formula for landing your dream client. No matter what you have been told, it takes a lot more than a magic wand or a forceful or winning personality. What you really need is a plan.
Draw a line down the middle…Continue Reading
There are some clients whose business you should not take.
Unappreciative: Don’t take clients who don’t appreciate the value you create. You will never have a great, partner-oriented relationship with people who don’t appreciate who you…Continue Reading
You always try to be everything to everyone. - Everclear
You aren't everything to everyone. And they aren't everything to you either.
- You have limited time: You don’t have enough time to call on--or win--every prospective client you might…