Marketing & negotiating techniques
The Master Family Business Coaching Hotline offers one-hour online coaching sessions with Galliard network experts, including Founder and Board Chair, Lisë Stewart.
…Articles, presentations, exercises, and materials related to professional advising.
The Master Family Business Coaching Hotline offers one-hour online coaching sessions with Galliard network experts, including Founder and Board Chair, Lisë Stewart.
…Professional service providers are being challenged like never before to distinguish themselves. Whether working directly with a business owner, key stakeholder, or serving on a cross-functional team of experts, the need to develop greater relationship currency and trust is tantamount to sustained success.
…Ted leaned across the table and with a pleasant and eager smile, explained to his would-be client that he had a lot of experience and that he was passionate about this work. He talked about all the things that can go wrong in a family business and assured the client that he was there to help. He also showed the client a list of potential references and provided details about the types of projects he had worked on and the results he had been able to achieve.
The client, polite and thoughtful, listened patiently. He asked a few questions and talked sparingly about his business. He never mentioned his family. He never told his story or shared more than the most cursory aspects of life. An opportunity just passed us by…
…If you’re like most advisors, your client relationships are likely underserved.
We live in a world where the power of social networks is seemingly overtaking the perceived value of one-to-one exchanges. Some professionals are looking for a new perspective on client relationships— one that moves beyond surface-level interactions and encourages more meaningful engagements.
…I was sitting alone, in a quiet hotel restaurant, iPad in one hand, fork in the other. A woman at the bar got up, holding a gin that was unlikely to have been her first or even her second, and sidled over to my table. “Whoa, I always feel so sorry for people who have to sit all by themselves in a restaurant. What’s the matter honey, don’t you got a boyfriend?”
…Lisë Stewart, founder of the Galliard Family Business Advisor Institute, explains her technique for really listening to clients in her work with family-owned businesses.
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