David Maister - Professional Business, Professional Life

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David Maister - Professional Business, Professional Life
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Passion, People and Principles

post # 415 — Monday, August 13, 2007 — a Client Relations post

Experts vs. Advisors

In the marketing of professional services, you can come across in one of two ways to the buyer. You are either interested in them, or you are interested in their cash. We will show why the former is the key to successful business marketing.

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David Maister on Buying Professional Services

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If you want clients to trust you enough to use you, don't bother telling them how good you are - that your resolution rate is 99%, that you are a 'high rolling, high stakes mediator' - instead worry about them and their baby....[want to know more?......


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