A key theme from last week’s Value Creation Intensive was Creation vs. Competition. We started with a quote from Wallace Wattles: “You are to create, not to compete for what is already created.” Conventional business is about competitive positioning. How is our stuff better than the competition? How can we get the client to choose…
Question: How do I get clients to sign up for long term engagements? Be aware that this question is potentially a dysfunctional question, similar to “how do I get high-paying clients?” (see previous post). Long-term client relationships are great for both you and the client. Long-term engagements? Not necessarily. Ask yourself — why do I…
I just returned from a week in Sicily. I spent three days leading a retreat for twelve emerging, high-potential leaders of a client’s company. A key theme for the week was the decision to upgrade your standards. I started my trip last Monday, leaving from Raleigh-Durham International airport. As I was standing in the boarding…
Over the past few weeks I’ve been working with several private clients, leading our weekly business development coaching calls, and preparing for the November Value Creation Intensive. A common question is “Ron, what would you do in this situation?” Clients are a bit surprised, but then relieved, and then excited, when I tell them: “What…
Question: How do I create more urgency so my client will move forward? I think urgency is not something that is created, but it is identified. Creating urgency can be manipulative. Identifying urgency is an act of service.
