Being focused and present with your clients is a great start. But that just means you’re here. If you really want to build successful client relationships, you have to go beyond just being present. So, what’s next? The next step is building a connection with your client, or rapport. What is rapport? Rapport is, by dictionary definition,...
Many highly trained technical experts of all kinds – IT professionals, engineers, lawyers, doctors, architects, and other sophisticated experts – know the answers to their clients’ issues before the clients even know what their issue is. The problem is that until a client trusts you to take care of them – especially in an area...
Do you think since you’ve said the words you intended, you’ve communicated effectively? Think again. One of the most common refrains heard from leaders, managers, and top professionals is, “I don’t know why they don’t get it, I’ve already told them a dozen times.” My response to that comment is, “What’s your point? Your job...
What does every CEO really want from their key leaders? The simplest answer is likely to be “better results, faster.” Now it gets complicated. For a CIO who understands his or her role, you’re in the best possible position to make the most difference with every other part of the organization. Done well, you can...
Conflict, which is a state of opposition between people or ideas or interests, can be one of the most effective processes for gaining agreement, alignment, and taking action that matters, as well as building great relationships. However, this only works if it’s done well. So many people, teams, and organizations are conflict-averse for good reason:...
When I ask skilled technical and service professionals and leaders what their single biggest challenge is, I almost always get the same response: “My clients.” For more than 25 years, I’ve been asking top-notch leaders, managers and professionals from all around the world this same question. Whether they see themselves on the technology, marketing, consulting,...