We will close this series with a proverb that I use to conclude many of my seminars.  It illustrates that what most businesses need, is not clarification on what is the right thing to do, but the courage to not give in to short term gratification.

Summary Proverb

One of my views of the world is that everything we want must be given to us by another human being. So weather it is about getting our staff to cooperate with us,or to get clients to entrust us with business,We must learn to earn relationships.

Earning a Relationship

In this video clip we're going to look at the issue of energy, excitement, and ambition in a different way and talk about the different states of drive that you and I might experience at different stages of our career.

Dynamos

A core proposition in my way of thinking about business development is that you will have more success if you're trying to market things that turn you on for clients that you are truly interested in.

Think of Work

In this video clip, we explore how you can win business from a non-client who is looking around and talking to many providers

Getting Hired by New Clients

In the marketing of professional services, you can come across in one of two ways to the buyer.  You are either interested in them, or you are interested in their cash.  We will show why the former is the key to successful business marketing.

Experts vs. Advisors

In this clip, we examine all of the places that marketing efforts can go. We make some very clear recommendations about where the priorities are.

Marketing To Existing Clients

We all say we want relationships and we want to be good at romance, but we have not all thought through the actions and behaviors that a Necessary to create those things. In this video clip, we begin to explore the necessary skills.

Rules of Relationships

In thinking about business development, there are two basic mindsets that must be distinguished.  You can focus on the one night stand or you cant romance. get good a

Romance and Sincerity

The key to all marketing, selling, client service, and client relations questions is actually not about how do you market, or how do you sell. The thing that we need to understand is,

How We Buy

The key to giving your clients a great client experience is to understand what it feels like to be a client. In the following clip, we explore exactly that, by drawing on our common experience of being the patient of a doctor.

What We Hate About Those People

In this video clip, we're going to explore another example of how you go about investing in a relationship in order to get involved in more of the transactions in business that your client has, otherwise known as cross-selling or expanding a relationship.

Where Should Marketing Time Go?

In the following video we will make the case that, if the employees of an organization are to raise their performance, then logically what is required is that the managers must first be better at performing their role.

Accountability

In this clip we dig into the parallels between being an effective manager in the workplace and being an effective change agent within your family.

Managing Dad

In business, performance appraisal or even out and out criticism supplants skillful use of language and careful presentation of issues and solutions. We will examine a story of exemplary language skills and note the various applications in business life.

Using Language To Get What You Want

In this video, weâ€™re going to explore the proposition that helping another human being to improve is a general process with general lessons which we can draw upon both from within business life and from our personal experiences outside work.

Train a Pigeon

A crucial difference in our style in dealing with the world is whether we deal with other people as

Getting Others to Give You What You Want

Everyone agrees that professional groups need to be led by a player coach or a producer manager. But the balance between those roles is not always agreed even with in firms or within the group themselves.

How Managers Should Spend Their Time

In this video we are going to dig deep into the issue of excitement. Of how you ensure that in fact people bring to their work passion and excitement and enthusiasm. And the question is going to be not only about yourself but also the people around you.

Excitement

In the following video clip, I try to make the case that being an effective manager is not about knowledge, and is not even about skills, but that the crucial element in becoming an effective manager is entering into the role with the right set attitudes.

Managing, Strategy, Business: David Maister Live videocast

Managing, Strategy, Business: David Maister Live videocast

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