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Four Reasons That Managers Struggle with Relationships

The seven levels of communication management we engage in.

By Martin Bissett
Passport to Partnership

Ultimately, when we have to interact with clients, subordinates, superiors or peers, the questions are always the same: Who do I need to deliver this information to and what approach would they respond most favorably to?

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In arriving at “Communication” we come to the most intangible of all the components to obtain a “passport to partnership.”
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Bissett Bullet: What Are Your Clients Working On?

Today’s Bissett Bullet: “There is arguably as big an opportunity for many firms to generate more revenue from their existing client base as there is in seeking new business, although it should not be exclusive or at the expense of the firm’s new client growth.”

By Martin Bissett

How many of your Grade B and C clients have the potential to become Grade A clients? By examining which services your existing clients currently use you for and maintaining dialogue with those existing clients to identify other needs that are not currently being addressed, you may find yourself in a position to introduce additional support.

The key to this approach is investing time and effort into strengthening client relationships and making sure you know what it is those clients are working on at any given time.

Today’s To-Do:

Identify three Grade B or C clients who you believe have the potential to become Grade A clients, given the opportunity. Do you know what they’re working on at the moment? Time to pick up the phone and find out.

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MARKETING & SALES

Bissett Bullet: You Only Call When You Need Me

Today’s Bissett Bullet: “Strategic partners and influencers are often easily forgotten unless you want something from them. If you need a referral or a brand lift, they’re your best friend, but be honest with yourself for a moment. Between such occasions, how often do you reach out to them?”

By Martin Bissett

They are human too. They may have families too and they’re not immune to struggle or the pressures of everyday life. Picking up the phone to check on them when you don’t need anything in return builds loyalty, strengthens relationships and ensures that they’re even more predisposed to offering you new opportunities and new referrals than they were previously.

Today’s To-Do:

Make this a regular to-do. Add checking in with strategic partners to your calendar at regular intervals.

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Three Ways to Evaluate Firm Culture

Hand drawing a rainbow-colored 3Consider this on your path toward partner.

By Martin Bissett
Passport to Partnership

This second C is a stormy and choppy one, often fraught with political icebergs but navigated diplomatically and with maturity, will lead you through.

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Case Study on Culture

Deborah had done well. She was bridging the firm’s culture gap and fulfilling its desire to be seen as an equal opportunities employer by becoming the practice’s standout rising star.

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