The attitude of exclusive professionalism (which restricts the label of professionalism to the advisor) manifests itself in a number of dysfunctional ways. It reinforces a misleading belief that the a...
Reliability in this largely rational sense is the repeated experience of links between promises and action.
Make sure you’ve done absolutely all your homework on the client company, the client marketplace, and the client individual, and that it’s absolutely up to the minute. Even if you know them and their...
Make sure meetings have clear goals, not just agendas, and ensure the goals are met. 4.
It is ironic that a business in which the serving of clients depends so heavily on interpersonal psychology should be peopled with those who believe in the exclusive power of technical mastery. And
I was amazed at how many fools I ran into until I noticed the common denominator in all those interactions: me. Why
Are there any topics I should avoid because they are too delicate to discuss in a large forum? • Are there any topics on which the views of your colleagues are significantly divided? •
A new $100,000 engagement can be very profitable, or be one that loses the firm a lot of money. Yet many firms reward partners for the volume of fees (top-line) that they bring in, not whether or not...
10. Return calls unbelievably fast Stephanie Wethered, the pastor referred to earlier, does this. She tries to return calls within ten minutes. She says it’s the most trust-creating thing she does; no...
When resources become relatively scarce and relatively costly, it suddenly does make sense to invest in coaching and training in order to extract the maximum value from medium-grade ore.
The most effective organizations are those that are held together by shared and enforced principles, values, and standards.
Success, no matter how you define it, is attainable only by persuading another person-a boss, a client, a colleague, a subordinate, a friend or loved one-to give you what you want.
Sincerity, the way we usually mean it, has to do with intentions; we assume it comes from within. But our clients have no way to observe sincerity except through external behaviors. From certain behav...
Review agendas with your client, before meetings, before phone calls, before discussions. Clients should know that they can expect you to always solicit their views on how time will be spent. 6.
Profitability will not come from managing hygiene factors alone: Future profitability depends on health as well—and firms’ methods of measuring, reporting, and managing need to reflect both.
Treating financial success as the goal rather than as a by-product of a well-run firm
We try to elevate the empowerment of our people over the organizational niceties of structure and process except to the extent that those structural and process features work to empower our people
Make specific commitments to your client around small things: getting that article by tomorrow, placing the call, writing the draft by Monday, looking up a reference. And then deliver on them, quietly...
Less formally, we consider the time it takes someone to return a phone call, whether meetings are canceled or kept, and whether to-do lists are completed. Reliability