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How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter

How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter The Fairmont Palliser Hotel, Calgary, Alberta. We are trying to make a difference not just a living!. Know the space you ‘play’ in and don’t waver!. Build reputation and the business continuously.

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How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter

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  1. How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter The Fairmont Palliser Hotel, Calgary, Alberta

  2. We are trying to make a difference not just a living!

  3. Know the space you ‘play’ in and don’t waver! Build reputation and the business continuously Courage to adopt partnership style Truth telling Follow up and course correct!

  4. What space do you play in? Process Expert Implementation

  5. Reputation increases by not being all things to all people

  6. Build reputation and business continually so you can afford to say NO thanks

  7. One on one meetings – who is your target? Follow up Referrals Informal networking Personal letters – cold calls Publishing – establishing thought leadership! Hosted symposiums, breakfast meetings

  8. We have to bring ourselves into the practice; courage to be in partnership!

  9. Service is Not Servile Expert Servile What kind of clients make us move into expert mode? What kind of clients make us move into servile mode?

  10. Partnership is the Key Expert Servile PARTNERSHIP You both have needs and wants Each party does what they commit to do You both have expertise and apply it together for a positive outcome

  11. Group Discussion: Your Turn • What are your needs and wants? • What prevents you from getting what you want? • What is most important to you about the work you do!

  12. CONTRACTING Insurance against selling out!

  13. Contracting: Questions and Intent! • Probe for the underlying issues – what are you worried about, what do you want from me? • Be prepared to push back! • Don’t feel compelled to be ‘brilliant’ – stall for time • Be prepared to state your views, philosophy and values

  14. Follow Up • Relentless follow up – to care, learn and build • Take accountability for what went right and wrong! • Trust what you feel and act on it – course correct

  15. You get what you project!

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