An Unconventional Client Retention Strategy
Most people usually don’t think of empathy as having much business value. In fact, you might think if you start empathizing with your clients, you’ll lose your edge; you’ll appear “soft;” you’ll lose business. Here’s a compelling story* about a global firm that turned that conventional wisdom on its ear and transformed a big loss […]
The Tyranny of Low Cost Strategies and the Gospel of Walmart
High Frequency Trading is in the news again. HFT is highly computerized stock trading, which secures faster execution for bigger computers located physically closer to the stock exchange. It now amounts to over half the daily flow on the stock exchanges. Critics argue it amounts to legalized front-running, is unethical, and should be illegal. The […]
Cheating at Harvard: Shocked, Shocked!
Perhaps you heard: half of a 250-person undergraduate class at Harvard has been accused of cheating on an exam. Here are: Basic early reporting on the case from the Harvard Crimson; Some student reactions questioning the line between collaboration and cheating; A Washington Post look at cheating in colleges across the country; An important statement called When Ambition […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.