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Client Service

The Mad Clientist

Don’t Sell to People Who Don’t Want to Buy

Some clients just don’t bite. No matter how good you are or how well-suited you are to meet their needs, there are clients who just won’t buy from you. Successfully selling professional services is largely based on personality and chemistry. In any given professional services sector, 60% to 70% of…
Michael Rynowecer
November 4, 2014
The Mad Clientist

The Mold Problem

We often think we need to come up with a solution on our own to prove we are worth hiring. But clients aren’t just looking for someone to take charge and save the day—they’re looking for an ally, an invested confidant. Clients want to play a role in the shaping…
The Mad Clientist

The 7 Stages of Client Relationships

For most firms, quantity and size come before strength and quality when counting clients. We always want more and bigger.  But without core strength or understanding our depth of quality, we know little about what each client relationship can be and how long it may last. Knowing where we stand with clients…
Michael Rynowecer
April 2, 2014