Expanding a professional service firm is a complex symphony of strategies, where each element plays a unique role in composing a successful growth narrative. Picture it as assembling a puzzle, where each piece contributes to the overall picture of achievement. These five strategies serve as a foundation for continued growth and help to align with …
Leading with Deposits: Becoming the Obvious Choice
Establishing and nurturing strong depository relationships is a cornerstone of success for commercial bankers. These relationships not only contribute to a bank’s stability but also play a pivotal role in its growth and reputation. To effectively win and maintain these valuable relationships, commercial bankers can employ a range of strategies that revolve around personalized engagement, …
Gaining Market Share in Turbulent Times
There is a well-known Chinese proverb that states, ‘The best time to plant a tree was 20 years ago and the second-best time is now.’ I love that message because it can remind us that it is easy to lose focus and get caught up in the noise of what may be happening and fail to …
Getting Paid for What You Know, Not What You Do!
The dream client slides the draft of the proposal back to a sales professional in disappointment. As the potential client considers this new relationship, he cannot help thinking that the recommendations are light on details, surface level at best. After all the work that went into the sales professional creating this first opportunity, the …
Building Credibility with Customers in Times of Crisis
Now is the time that our customers need us the most and gives us a unique time to separate from your competitors. Everywhere there is doom and gloom and people are looking for a ray of hope. That relief can come in the form of the sales professionals that usually spend their day calling on …
Asleep at the wheel of my career
Have you ever driven home for a long day at work and as you park in the driveway this sickening feeling comes over you? As you gather your belongings to go into the house you realize at that moment that you don’t even remember the drive home. You think about all the cars you passed …
Networking: 3 And Bolt
When I get asked the question about networking most people start to conjure up images of racing around the room loaded with other professionals dispensing business cards like candy from a pez dispenser. The advice I give is to “3 and bolt”. There are numerous books written on how to network and how to work …
How To Recognize When Your Environment Is Boiling
Have you ever asked your spouse where they put the car keys to which they reply that they are on the kitchen counter? You make your way over to the counter and all you see are the kid’s old homework assignments and a bunch of junk mail. Typically, a verbal fight ensues as you argue …
Pitfalls To Move From Good To High Performance
As a coach and trainer to 100’s of executives, many times people ask, “will this help me?” They are trying to compare the cost of my coaching with the return on their investment through the impact on their organization. Change is behavioral and a detailed roadmap for that success is paramount. I was a collegiate …
4 Quick Ways to Get Yourself Out of A Professional Rut
We all know that lethargic feeling of heading to work and already knowing that this will probably not be our best day. We sense that our career is on auto-pilot. These feelings started to be just a Monday thing and now it bleeds over to the Tuesday and Wednesday commute. This is natural over a …