chapter 1 HR Transformation

INTRODUCTION TO HR TRANSFORMATION A few years ago, we sat with a dozen senior human resources executives and academic colleagues, talking about how HR departments should respond to increased expectations given constantly changing and challenging business conditions. We listened as the executives described the business challenges they had faced and how they had transformed theContinue reading “chapter 1 HR Transformation”

Chapter 10 Get Client Now

Closing Sales: When You’reMaking Appointments butNot Getting Sales “When you get into a tight place and everything goes against you, till it seems as though you could not hold on a minute longer, never give up then, for that is just the place and time that the tide will turn.”—Harriet Beecher Stowe The Final FrontierContinue reading “Chapter 10 Get Client Now”

Chapter 9 Get Client Now

Getting Presentations: When You’re Contacting People butNot Getting Appointments “Consider the postage stamp. . . It secures success through its ability to stick to one thing until it gets there.”—Josh Billings, nineteenth-century Yankee humorist What’s in the Way? At this stage in the Universal Marketing Cycle, you are more than halfway home. With a fullContinue reading “Chapter 9 Get Client Now”

Chapter 8 Get Client Now

Following Up: When You KnowPlenty of People but You’re Not Contacting Them “You must do the thing you think you cannot do.”—Eleanor Roosevelt It’s Simple, but Not Always Easy Doing a good job at follow-up is a piece of cake. You just capture every lead or potential referral partner you run across, then place aContinue reading “Chapter 8 Get Client Now”

Chapter 7 Get Client Now

Filling the Pipeline: WhenYou Don’t Know EnoughPeople to Contact “Our grand business is not to see what lies dimly at a distance, but to do what lies clearly at hand.”—Thomas Carlyle Making Your Strategies Work Filling your marketing pipeline with prospects, contacts, leads, and refer-rals will be an ongoing process for as long as youContinue reading “Chapter 7 Get Client Now”

Chapter 6 Get Client Now

You’re Ready. . . Let’s Go!Putting the System into Action “Whatever you can do, or dream you can, begin it. Boldness has genius, power, and magic in it.”—Goethe The Tracking Worksheet Your Action Worksheet is completed. You have chosen your Program Goal, one to three Success Ingredients, ten Daily Actions, and your Spe-cial Permission. It’sContinue reading “Chapter 6 Get Client Now”

Chapter 5 Get Client Now

Here’s What to Do: Choosing from the Action Plan Menu “We must not sit down and wait for miracles. Up, and be going!”—John Eliot, seventeenth-century British missionary Where Do the Clients Come From? The final, and most important, piece of designing your own personal Get Clients Now! program is to select the specific marketing andContinue reading “Chapter 5 Get Client Now”

Chapter 4 Get Client Now

What’s Stopping You? Selecting Your Success Ingredients “Security is mostly a superstition. Life is either a daring adventure or nothing….Avoiding danger is no safer in the long run than outright exposure.”—Helen Keller What Are the Missing Ingredients? With a realistic goal in place, you are now ready to take the next step in designing theContinue reading “Chapter 4 Get Client Now”

Chapter 2 Get Client Now

Where Do You Start? The Marketing and Sales Cycle “You can’t just sit there and wait for people to give you that golden dream; you’ve got to get out there and make it happen for yourself.”—Diana Ross The Universal Marketing Cycle Marketing and sales operates on a predictable cycle, with four separate stages: Filling theContinue reading “Chapter 2 Get Client Now”