What They Don’t Teach You in B-School
Video Even if the primary purpose of your practice isn’t to make money, making money is a requirement for sustaining your practice. By definition, a sale is the exchange of a service for money. So why isn’t...
The Seven Elements of Business Development for Professional Services
Video In the second of a series of interviews, Andi Baldwin of Profitable Ideas Exchange spoke with How Clients Buy co-authors Tom McMakin and Doug Fletcher about the framework they call, “The Seven Elements.” A...
Overcoming the Sales Stigma
Press Consultants and providers of professional services face a dilemma. On the one hand, business development is essential for personal advancement. On the other hand, we loathe the idea of selling. In order to overcome the...
