how to show that you value your clients – and yourself.
by martin bissett
business development on a budget
i’ve had the benefit of meeting, speaking and observing hundreds of very successful and unsuccessful partners over the last two decades and there is indeed a set of differentiating factors that set a partner apart from the chasing pack.
more: four reasons people struggle with communication | five questions for measuring partner potential | five ways to rally your firm to its culture | when would-be partners aren’t candidates | make your expertise a new-client magnet | don’t think of it as selling | experts: what it takes to become partner | where is your next money coming from? | your website promises. do you deliver? | five reasons firms don’t thrive | what the next generation of practice leaders faces
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here are the four “best-selling behaviors” that i’ve observed:
1. road tested
none of us can have a track record of partner-level excellence on day one in the position but we can be road tested in four ways: