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…

You don’t help your dream client produce better results by giving up pursuing them. If what you do would improve their results, they need you to persist.

You don’t help your company by quitting when the client you want is on lockdown because…

Which straw was it that broke the camel's back?

Was it your connecting with your client on the social sites where they live? Was it your engagement around big ideas that eliminated your dream client's opposition to meeting with you? Was it the…