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ally helpful and you have everything that the list indicated you needed By the time you arrive, it s 8:50 AM You re actually early for your appointment (no thanks to the weather) and the directions that Steve emailed to you yesterday sure helped Come to think of it, you hadn t asked for the directions, Steve had just called to confirm the appointment and offered to send the map
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As you step off of the elevator, you find yourself in a comfortable reception area that looks a lot like a large living room The receptionist is currently on the phone, but another person comes out from around the counter and is walking toward you Good morning, Mr Smith, she says with a smile, I m Susan Jones, the Director of First Impressions here May I take your coat Can I get you something to drink We have both regular and decaffeinated coffee (so that s what you smell!) or tea, bottled water, and soft drinks Good morning, Mr Smith, the receptionist says as she hangs up the phone, I ll let Mr Bennett know that you re here You notice that there are several issues of today s Wall Street Journal, USA Today, and some materials on Likem & Trustem You dig into an interesting article As you wait for your 9 AM appointment, you can t quite keep yourself from observing what is going on around you Visitors are called by name, coats disappear onto sturdy hangers, refreshments are served, and soft music continues to play in the background About halfway through your article, Steve comes out to greet you As he leads you back toward the conference rooms, Susan asks you if you were able to finish the article you were
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reading She tells you that on your way out, she ll have a copy of it waiting to take with you
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Conclusion
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The next time you walk into your office, come in as if you were a prospect What image is your receptionist presenting Your reception area What have you done to prepare visitors ahead of time to have a positive experience If you re not satisfied with the answers, think about inexpensive ways of improving the situation
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Active Professionals Give Back
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rofessionals who give back to their communities are well liked by all business people You are often called upon to donate time and money to not-for-profit (NFP) organizations This is a good thing, but as the joke goes, Not-for-profits means not-for-profit for the service provider, too I do not want to limit or discourage your participation and support for religious, civic, and social causes, but I can help you turn your not-for-profit engagements into for-profit investments
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Stop Discounting Your Fees
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Rather than discounting your fees, make a contribution to your client that equals the discount you have been taking When you contribute to the NFP, you will appear on the contributors list, and you may be allowed to present your check to the board Discounting makes you appear to be a low bidder (cheap fees), whereas making a contribution tells the client you are a benefactor There is a huge difference in the perception by the governing board and the people they refer to you
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Support Your Partners and Staff s Activities
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When you have staff members involved in charitable organizations, support their activities with firm donations or services Too often, professionals spread their support among too many organizations Contributing $100 to 10 organizations will not be as effective for you as $1,000 to one group Backing a firm member will create even more impact
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Making your office available costs you nothing and can benefit you in big ways When board members of an NFP visit your offices, they may think about accounting or tax matters Getting them on your turf will encourage them to talk to you about their business or personal needs
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