COMPASS HEADING

Run on Auto Pilot
The best businesses have the right people doing the right things in consistent manners that exceed clients’ expectations, and this leads to immediate introductions. They have no competition, so they need no proactive solicitation, and they reap the benefits of a practice that is running on auto pilot. They have systems […]

Provide a Unique Client Experience
The most successful teams recognize that branding is more than a solution; it is the experience of having the solution delivered. They know that when they deliver a solution, it is important to “wow” the client. Most businesses focus on the solution and forget the small things. Great practices make […]

Dissect the Good and the Bad
Great teams are lifetime learners. They examine and dissect every result to continue the good and eliminate the bad. Most businesses celebrate successes and are disappointed by failures. The best practices study their successes and their failures to learn what should be maintained, improved, continued, and eliminated

Establish a Cruise Speed
Extraordinary teams know their capacity for work. They respect team members’ energy levels and avoid burnout by establishing a cruise speed for the team. When necessary, they increase capacity during crisis, then quickly return to cruise speed. Most businesses run at 100 percent of capacity all the time and have no […]

Produce the Client’s Movie
Successful businesses help each client conceive of a compelling future, believe that future is possible, and build a roadmap to achieve that future. They understand the power of an image. Not only is a picture worth a thousand words, but one with you and your loved ones in it is priceless. […]

Analyze for Clarity
The most innovative businesses help clients understand where they are and where they want to be in the future. Like a great architect, these businesses ask specific questions about how their clients live and use the resources they have. The questions help clients analyze their lives and clearly see the options before […]

Ask Provocative Questions
Great teams know that a question asked correctly can lead to change. Most teams ask questions just for information and they get answers off the top of someone’s head: “Yes.” “No.” “We went here.” The best teams ask provocative questions that allow a client to think and analyze. In the process, a […]

Use Time Blocks
An outstanding business knows the value of being prepared and defining where to focus its time and effort. It also knows which meetings are most important. A typical business drops everything when the biggest client calls. But this client controls only 5, 10, maybe 20 percent of the business. A great business […]

Be Strategic, Not Tactical
Great teams know that until they and their clients have a strategic roadmap to follow, they are just sailboats drifting without a rudder, compass, or chart. Many practices focus on the solution of the moment. The best practices help clients see the necessity of looking beyond the current issue to the […]

Know Your Client
The best businesses realize that knowing the facts of a client’s life does not constitute knowing the client. Almost every business asks a series of questions to profile clients. These questions reveal what a client does, who they are, where they live and work, when they vacation, etc. These are all facts. […]

Be Fully Engaged
Success in relationship-building depends upon trust. The best businesses understand the need for clients to tell their stories and be heard. Most practices are too distracted by errands, ongoing projects, production goals, team issues, personal conflicts, family issues, and other concerns. Yet clients build trust in proportion to the attention they get […]