Bigger on the Inside

It’s easy to flaunt a tool, a technique, or an entire team. But when you possess these without a real need, what you really have? Confusion and noise with limited options.

You can try to change client perspectives, align goals based on your advice, and then convince the client that you’re the only one to deliver whatever it is you’re selling.

What’s the alternative? First, understand your client; not just the market, the new technology on the horizon, not the latest reconnoiter of their social media. You need to understand the past that your client is moving away from. You need to understand where you’re client is moving toward. Then you need to understand what keeps them up at night wanting to stay still. Once that’s all in place you can begin to empathize.

It’s only through empathy and a genuine desire to advise your client for their benefit, that we become trusted and develop character that galvanizes your relationship with integrity and trust.