Improving Client Relationships Archives - Page 5 of 5

25 Warning Signs You Have a Low-Trust Organization: Part 4 of 5

By Stewart Hirsch February 9, 2012

Are you part of a low-trust organization? There are a surprising number of symptoms and tip-offs; perhaps the least obvious are in the organization’s products and services. This is fourth…

Don’t Manage My Expectations

By Charles H. Green December 27, 2011

It’s received wisdom by now that you should manage expectations. How could you argue with that? Nobody likes to be surprised on the downside. But as with many platitudes, the…

Annals of Bad Selling: The Sweat Interview Test

By Charles H. Green October 3, 2011

Have you ever been run through a ‘sweat’ test interview? Maybe it’s a sales call, maybe a presentation. A senior person plays the tough-as-nails client. They make you sweat it.…

Putting the “I” into “Intimacy”

By Sandy Styer September 29, 2011

“Intimacy” belongs in business. Yes, intimacy. Not the kind that was the subject of classic ‘40s movies, but the kind that is essential to building trust. The Trust Equation The…

Getting Up Close & Personal with Trust Tips

By Charles H. Green July 22, 2011

We're about halfway through our countdown of Trust Tips leading up to the release of “The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust,” a new book written…

3 Minutes to Create a Great Impression

By Charles H. Green July 18, 2011

It was five months ago, but I remember it like yesterday. I had given a speech for an important Fortune 500 client. The event had about 300 attendees, and I…

I’m Sorry IF I Upset You

By Stewart Hirsch June 17, 2011

Don’t you hate the “IF” in that phrase? It’s like the canned, fake apologies we receive from call center employees reading from a script. Yet we hear “I’m sorry if…

Building Trust By Design

By Andrea P. Howe June 9, 2011

Pat’s story… This past Memorial Day at our family picnic, neighbor Pat Pannone shared a story. An architect who often gives away his professional expertise as a volunteer on projects,…

Serving To Win

By Charles H. Green May 12, 2011

Which of these statements resonates more with you? 1. I try to win, because losing sucks. 2. I try to serve my clients, because then I win too. 3. I…