What do your clients value other than what you sell?
We’re sure you’ve all heard many times that to build trust, take the focus off price, and differentiate...
How to use your downtime to develop a simple but effective key client strategy
By Keith Dugdale So many organisations I speak to don’t have a real strategy around which clients they most want...
How to deal with rejection when approaching new clients
By Keith Dugdale We’re often led to believe that selling is a numbers game. I think this is a terrible sales...
How to build and maintain client relationships remotely
This article was first published on Flying Solo. By Keith Dugdale. You’re working from home. It’s likely you won’t...
How to get value from your client relationship skills program
By Jon Huxley Relationships based on trust drive an organisations ability to grow and differentiate themselves in the...
Jon Huxley joins our team as Director, New Zealand
Great news for our New Zealand clients and connections – Jon Huxley has joined our team as Director, New Zealand...
How to reduce your chances of getting asked for a discount
Some time ago I wrote a post about what to do when you get asked for a discount. Few people handle this request well...
GUEST POST: Why we banned timesheets at our consultancy
To timesheet or not to timesheet – that seems to be a very common question. While timesheeting is more common than...
My 7 favourite books on business and trust for your holiday reading list
If you’re anything like me, Christmas time not only means time to unwind, spend time with the family and drinks lots...
Why you need to stop asking this question in sales meetings
Recently I asked a group of people I was working with in an engineering firm what they think is one of the most overused...