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When you begin to focus on your client s strategic direction and customers, you will make yourself a candidate for deep insider status, perhaps as partner-leader
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ant to build the most profitable relationship with your client Try focusing on their profits first When you focus on achieving client profitability, you create business relationships that are synergetic, whereby the whole is greater than the sum of its separate parts A true partnership creates an equation where one-plus-one equals more than two So, you have a choice to go it alone or partner with your clients
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How can we build the most effective partnerships with clients Here are five keys to building the most effective partnerships with clients:
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1 Show your clients that you care about their success, not just the most recent transaction Successful partners never miss an opportunity to build the client s business, to help with the client s customers, and to solve the client s problems Profit-focused professionals are more than order takers or transaction sellers They have a completely different focus on the relationship You will realize that the client s success will improve your success 2 Ask more than you tell Telling can put clients in a defensive posture quickly Always be respectful of your client by guiding with good questions to ensure that you and the client are communicating before you give advice Of course, the client wants your advice, but you will be more effective if you lead with questions Implicit in the idea of asking is the concept of listening to what is said, not just hearing You
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want to listen to the words and the meaning To get the meaning, you must listen with your eyes and your heart, because the meaning is transmitted from the emotion, not the words 3 Clearly establish roles and goals In successful partnerships, each partner fulfills his role with reliability If it is possible to be misunderstood, you will be Therefore, you must clarify who will do what by when Put everything you can in writing so each party has a good record And finally, make no promises you can t keep 4 Be flexible You have a standard approach to your practice, with standard systems and contracts However, your partner may want one that is not cookie cutter One of the keys to an effective partnership is to fashion a relationship that is, of itself, unique 5 Communicate regularly and thoroughly Call your client-partner regularly, not just when you need business Call and visit on some periodic basis to communicate the nuances of the business partnership If you only communicate around the business transaction, you will be relegated to vendor status If you want to be a partner, communicate, communicate, and communicate
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When you focus on client profits, you both get the benefit of advisor status, plus you become more indispensable and obtain more repeat business Remember, you must abide by state and federal rules and your code of professional conduct regarding independence
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Retreat and Advance 1
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ne of the best ways for you to become an insider with your clients is for you to help their top management focus on business strategy Trends in leadership and management come and go, but the need for an executive team to get away, visualize, strategize, prioritize, organize, and energize is universal You can be the catalyst for your best clients when you lead them in a strategic retreat Most of our clients have eliminated the term retreat for a more purposeful description like go forward or advance The real purpose of an executive getaway is to focus the energy of a business on its mission Every business executive team should hold such a meeting at least once a year Here are some ideas to help you organize a client advance For practice, you can run an advance for your own firm
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