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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Title	Date
Articles in Client Relations
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
top 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
top 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
top CLIENT RELATIONS: Articles \| Posts PODCASTS: Strategy \| Managing \| Careers \| General

Client Relations Library

Articles in Client Relations

Posts in Client Relations

Podcasts in Client Relations