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Passion, People and Principles

Experts vs. Advisors – new client videocast & audiocast

post # 415 — August 13, 2007 — a General post

In this episode, entitled Experts vs Advisors, we’re going to dig deeper into what it feels like to be the buyer of professional services. There are two ways that sellers come across in marketing their profession. They are either seen as being interested in the prospective client, their needs and the best solution for them or they are seen as interested in the transaction itself and the cash that goes with it. It’s obvious which would lend the most to creating a trusting relationship, but often convincing the buyer that the care and interest is genuine is the true test. We will look into the best ways for you to think in order to put this care and interest across to your prospective client.

Audio Timeline

00:39 — Introduction

00:45 — The seller in the eyes of the buyer: Interested in the buyer vs. interest in the cash

02:28 — Convincing the buyer that you care about them

03:39 – Conclusion

04:21 – Special announcement: Forthcoming Book and DVD offer

You can download Experts vs Advisors or sign up to receive new Maister Moments videos automatically with iTunes or other video players. (Click here for step-by-step instructions on how to subscribe.) My seminars are always available for download at no cost.


Eric Brown said:

David – thanks for this audio/video.

I recently completed the great book “Clients for Life” by Jagdish Sheth and Andrew Sobel and this is a timely addition to that book.

posted on August 13, 2007

Geoff Sharp said:

David, great insights….do things change when we are selling TO professional sevices firms, like lawyers.

I am a commercial mediator (ex NZ big law) and now I call the law firms, and specific attorneys within them, my clients.

Anything different in this situation or is it still all about the baby…?


posted on August 23, 2007