Does Specialization Undermine Clients’ Understanding of and Respect for Your Work?

Article

by Dave Bayless | Mar 24, 2021 | Article

Does Specialization Undermine Clients’ Understanding of and Respect for Your Work? Do you know what an endovascular surgical radiologist does? Neither did I until I started writing this article. However, if...

The Critical Difference Between Credibility and Trust

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by Tom McMakin | Feb 11, 2020 | Article

The Critical Difference Between Credibility and Trust The following was originally published on the Chief Executive website. Everyone in professional services holds this truth to be self-evident: It’s critically...

Business Development in the Legal Industry

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by Craig Levinson | Aug 15, 2019 | Article

Revised 8/16/19 I recently sat down with Tom McMakin, co-author of How Clients Buy, to discuss reframing sales, our parallel approaches, and strategic missteps lawyers take that Undermine nearly all their client...

The Problem with “No Problem”

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by Tom McMakin | May 8, 2018 | Article

Danger Words The two most dangerous words in the world of professional services are, “No problem.” “Can you help us with our cyber-protection issues?” “No problem.” “Would you be willing to help us with our CX?” “No...

2018 Consulting Outlook

Article

by Tanya Reinhardt | Apr 18, 2018 | Article

The current uncertainty in our political environment compounded by disruption throughout industry is creating a climate ripe for consulting services. Traditionally, risk and opportunity have driven the need for...