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Client Relations Library

The essence of all client relations activities is the ability to see the world through the clients’ eyes. There is one key to understanding and how to win and keep clients: ask yourself what would work on you!

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Articles in Client Relations

Title Date

Integrity Impugned

2007

Adventures in Modern Marketing

2006

Doing It For The Money

2005

Do You Really Want Relationships?

2005

Marketing is a Conversation

2005

Responding to Fee Pressure

2002

Best Practices in Business Development

2001

Making Multidisciplinary Practices Work

2001

A Matter of Trust

1998

How to Give Advice

1997

Key Account Management

1997

How Clients Choose

1991

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CLIENT RELATIONS: Posts | Podcasts

ARTICLES: Strategy | Managing | Careers | General

Posts in Client Relations

Title Date

Clients as friends as Clients

May 14, 2008

Pricing Consulting Services

April 28, 2008

Web 2.0 and law firms

April 18, 2008

Client Responsiveness and Compromised Quality

April 16, 2008

Satisfaction Guaranteed

April 15, 2008

Merchandizing

March 16, 2008

New Edition of Ford Harding’s Classic Book

February 22, 2008

The Client From Hell

February 6, 2008

Survey on Pricing

January 23, 2008

Digital Marketing for Professional Firms

December 13, 2007

Another reader question

November 14, 2007

Implementing a Client Service Strategy

November 13, 2007

Screening for Relationship Attitudes and Skills?

November 8, 2007

Developing Relationship Skills

November 7, 2007

Firing unprofitable clients

October 30, 2007

Consultant Seeks Advice

October 26, 2007

Loyalty to Whom?

October 17, 2007

Relationships: What’s the Problem?

October 3, 2007

How to be a Customer

September 26, 2007

The Importance of Appearance

September 3, 2007

Friendship Skills and Strategy

August 1, 2007

Blawgworld 2007

July 30, 2007

Earning Trust when there’s too little time

July 6, 2007

What if Your Customers Can’t Be Trusted?

July 5, 2007

The Consultant and the CEO

June 28, 2007

Client Focus and the Halo Effect

June 27, 2007

New Article on “Integrity Impugned”

June 7, 2007

The Undiscussed Side of Trust

May 30, 2007

Where Are We On Client Feedback Approaches?

May 23, 2007

Pictures of Partners

May 21, 2007

Do You Have a Trusted Advisor?

May 16, 2007

Is China Different?

May 1, 2007

Great Clients

April 19, 2007

Working With Your Client’s People

April 17, 2007

Handouts and Slides

April 13, 2007

Edward Tufte on Powerpoint

April 13, 2007

Planners and Performers

April 12, 2007

Take Questions In the First 15 minutes

April 11, 2007

The Overhead Projector

April 10, 2007

Marketing the Marketing Consultants

April 6, 2007

The Long Term

April 3, 2007

Promoting a New Book

March 29, 2007

Talking with Reporters

March 28, 2007

How Clients Can Get the Best out of Us

March 21, 2007

Lead Generation Tactics

March 16, 2007

How to Set Fees

March 14, 2007

The Three-Month Rule

March 8, 2007

Watch out!

March 1, 2007

Trite Formula?

February 27, 2007

We’re All Dentists

February 14, 2007

Pricing and Promoting a PreSchool Business

February 8, 2007

Self-Promotion

February 6, 2007

Business Development in Professional Businesses

February 1, 2007

Client Politics

January 24, 2007

Offering Advice When it’s Not Been Asked For

January 11, 2007

How Polite Are You?

January 10, 2007

Can We Be Manipulated?

January 3, 2007

I Can’t Believe This Worked on Me!

December 21, 2006

Who are the Marketing Experts in Professional Businesses?

November 3, 2006

The Joy of Sets

October 27, 2006

What Do Consultants Know?

October 24, 2006

Repairing Fences

October 20, 2006

Advice on Negotiating a Deal

October 14, 2006

Value Pricing

October 13, 2006

How Did You Lose Your Innocence?

October 10, 2006

A Generic Consulting Proposal

October 9, 2006

What Would the Client Say?

October 5, 2006

It’s THEIR fault

October 4, 2006

Blawg Review #76

September 24, 2006

Some Principles of Presentations and Pitches

September 21, 2006

The Psychology of Waiting Lines

September 8, 2006

What reporters hate about PR people

September 7, 2006

Marketing in a One-Off Industry

August 31, 2006

Integrity Impugned

August 22, 2006

The Trusted Brain Surgeon Advisor

August 17, 2006

Doing It Through A Blanket

August 15, 2006

How We Really Make Decisions

August 11, 2006

Dealing With the Worried Well

August 7, 2006

Stop Chasing The Prom Queen and the Star Quarterback

August 4, 2006

Are You Dispensing Useless Pills?

July 28, 2006

How to Move a Terabyte

July 27, 2006

You Gotta Serve Someone

July 25, 2006

Pop Music’s Lessons for Marketing

July 21, 2006

Writers and Performers

July 18, 2006

Attracting People to a Seminar

July 10, 2006

Assigning People and Work

July 6, 2006

Getting Good at Getting Feedback

July 6, 2006

Write it Down

June 26, 2006

How to be Intimate

June 21, 2006

What The Networking Seminar Speakers Said

June 19, 2006

Why Email is Good For Us

June 19, 2006

Mysteries of Law Firm Marketing

June 18, 2006

Romance: Why Bother?

June 18, 2006

Two New Interviews

June 14, 2006

Marketing Complexity

June 13, 2006

The Battle for Marketing

June 13, 2006

Creating Awareness – Advice Please

June 12, 2006

Relationship Strength

June 9, 2006

Maister’s Exaggeration Ploy

June 8, 2006

Preventing the Train Crash

June 1, 2006

The Power of Principles

May 31, 2006

Don’t Compromise – Take Turns

May 30, 2006

The Disproportionality Principle

May 25, 2006

Interview with me about Blogging

May 24, 2006

The Keynote Speech Charade

May 22, 2006

Sinning Gurus

May 18, 2006

Number of RSS Feeds

May 17, 2006

Why Should I Help You?

May 17, 2006

Working Internationally

May 16, 2006

What Does Client-Centricity Really Mean?

May 15, 2006

Why Don’t Advertising Agencies Advertise?

May 14, 2006

What do THEY want?

May 11, 2006

Is Blogging Dead

May 9, 2006

Quitting Time

May 7, 2006

They Just Don’t Get It!

May 6, 2006

The New Marketing Director Speech

May 4, 2006

Why You Don’t Want Me

April 28, 2006

The Person Behind The Mask

April 24, 2006

What Do You Want From Me?

April 9, 2006

About Scope Creep and Creepy Clients

March 12, 2006

A Conversation with Steve Rubel

March 10, 2006

How to buy Professional Services (and how not to)

February 8, 2006

Should You Write A Book?

February 6, 2006

Broadcasting Tactics to Generate Enquiries

February 3, 2006

If they won’t talk to you

January 31, 2006

Blunt Marketing Critique

January 26, 2006

Gatekeepers and Trusted Advisors

January 22, 2006

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CLIENT RELATIONS: Articles | Podcasts

BLOG POSTS: Strategy | Managing | Careers | General

Podcasts in Client Relations

Title Date

Dynamos

September 24, 2007

Getting Hired by New Clients

August 27, 2007

Experts vs. Advisors

August 13, 2007

Marketing To Existing Clients

July 30, 2007

Rules of Relationships

July 23, 2007

Romance and Sincerity

July 16, 2007

How We Buy

July 9, 2007

What We Hate About Those People

July 2, 2007

Where Should Marketing Time Go?

June 25, 2007

Doing It for the Money

April 3, 2006

Measuring Your Marketing Success

March 27, 2006

Satisfaction Guaranteed

March 20, 2006

Attracting New Clients

March 13, 2006

How Clients Choose

March 6, 2006

Growing a Relationship

February 27, 2006

The Rules of Romance: Building Relationships

February 20, 2006

How to Give Advice

February 13, 2006

The Trusted Advisor

February 6, 2006

Negotiating the Definition of Success

January 30, 2006

Great Service

January 24, 2006

Listening to Clients

January 23, 2006

Business Development

January 22, 2006

Understanding Relationships and Transactions

January 21, 2006

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CLIENT RELATIONS: Articles | Posts

PODCASTS: Strategy | Managing | Careers | General