In which we explore “expertise marketing” – speak, write, or be written about – as a pipeline development strategy.

Comes one who seeks to be my trusted advisor with a seat at the Trusted Advisor table.

In which we are reminded…. and reminded… and reminded… to remind our clients about the value we’re creating with them.

In which we are reminded…. and reminded… and reminded… to remind our clients about the value we’re creating with them.

In which we learn to ask a fairly personal question answers to which will help us develop our account strategies.

In which we’re reminded to call even our smallest clients at least once per year to check in.

In which we are reminded to continue developing our personal expertise, investing in ourselves.

In which we discuss questions that can help us facilitate when clients “go away.”

In which we consider the importance of emotion as well as facts when confirming what we’ve heard.

In which we explore the need for “decision tools” or “change tools” rather than “sales tools” to help our clients understand how they want to make decisions, identify criteria, see connections, learn new information, process the information, and (ultimately) decide.