how to give clients what they want without selling your soul 2003 pmrs alberta chapter the fairmont...
TRANSCRIPT
How to Give Clients What They Want
Without Selling Your Soul
2003 PMRS Alberta Chapter
The Fairmont Palliser Hotel, Calgary, Alberta
We are trying to make a difference
not just a living!
Know the space you ‘play’ in and don’t waver!
Courage to adopt partnership style
Build reputation and the business continuously
Truth telling
Follow up and course correct!
Process
What space do you play in?
Expert Implementation
Reputation increases by not being all things to all people
Build reputation and business
continually
so you can afford to say NO thanks
Hosted symposiums, breakfast meetings
One on one meetings – who is your target?Follow up
Informal networking
Referrals
Personal letters – cold calls
Publishing – establishing thought leadership!
We have to bring ourselves into the practice; courage to be in partnership!
Service is Not Servile
What kind of clients make us move into expert mode?
What kind of clients make us
move into servile mode?
Expert Servile
You both have needs and wants
Each party does what they commit to do
You both have expertise and apply it together for a positive outcome
Partnership is the Key
Expert ServilePARTNERSHIP
•What are your needs and wants?
•What prevents you from getting what you want?
•What is most important to you about the work you do!
Group Discussion: Your Turn
CONTRACTING
Insurance against selling out!
•Probe for the underlying issues – what are you worried about, what do you want from me?
•Be prepared to push back!
•Don’t feel compelled to be ‘brilliant’ – stall for time
•Be prepared to state your views, philosophy and values
Contracting: Questions and
Intent!
•Relentless follow up – to care, learn and build
•Take accountability for what went right and wrong!
•Trust what you feel and act on it – course correct
Follow Up
You get what you project!