New Business Insights From the Front Lines

Is an unwillingness to listen undermining your efforts to grow?

I recently shared an article with you about partner-like relationships – It takes two to tango…. As a follow up, here are some additional thoughts about the importance of fostering a willingness to listen and to change, 2 of the 6 characteristics that make up any good partnership. During a recent series of client research […]

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It takes two to tango when it comes to partner relationships

Over the years of helping firms establish filters for identifying their best new clients to target, one criteria inevitably surfaces – “we want to work with clients who see us as a partner and not a vendor”. This is a great filter. After all, what firm in their right mind wants to be treated like […]

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Do your case studies taste like Chinese food?

It’s often said that when you eat Chinese food, you’ll be hungry for more an hour later.  While this may be true for others, I’ve been eating Chinese food since I was a kid and can’t ever remember a time when I felt hungry an hour after my meal. I can’t say the same for […]

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Why aren’t client success stories used more?

I recently shared my concerns about what seems to be an increasing disregard to tell the truth and play by the rules. Teacher cheating scandals in our public schools, ‘trusted’ and respected institutions of higher education fudging student performance statistics and of course, politicians who seem to routinely tell half-truths and ‘pants-on-fire’ lies. All of […]

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Close the widening trust gap to attract clients

News surfaced recently that the reputation of Emory University, one of the nation’s most respected collegiate institutions, has been jeopardized after its disclosure that the school misrepresented information used for college rankings. In the past few months public school teachers and administrations have been taken to task over wide-spread cheating scandals. We hear politicians regularly […]

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Remove your hoody to build trust

Hooded or “hoody” sweatshirts have been the focus of conversation in the news lately and much of it is not very positive. I happen to like hoodies. I proudly wear my Gator hoody quite a bit in the fall and winter. At the same time, I understand that part of what makes a hoody terrific […]

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Increase your Linkedin response rate and grow a powerful network

While Linkedin’s popularity and its viability as a business development resource continues to grow, there’s no doubt that getting business executives to respond has become more difficult. Here are some steps that we’ve found to be effective when it comes to increasing your response rate as you work to build a viable network: Don’t EVER […]

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Is your Linkedin account a valued asset or just a nice tool?

When Linkedin first came on the scene way back in 2003, connections were easy to come by. There was a general excitement about connecting with others online and most professionals didn’t hesitate to accept invitations. Fast forward nine years. The newness and excitement of connecting has lost some luster making it more difficult to connect […]

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