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Archive for November, 2009

Beware of Rogue Bus Drivers

Posted on November 16, 2009

I was doing a lunch and learn for a firm recently on how to get referrals and repeat business. Just about everyone I know needs to spend time working on getting referrals and repeat business.

But not Arthur.

Arthur is one of the more experienced (i.e., older) professionals at this firm. He proudly told me he doesn’t need referrals because his client keeps him busy.

“My client just keeps calling me with more work,” Arthur said. “I don’t even have to ask for it.”

“Arthur,” I asked, “what are you going to do when your client gets run over by a bus at lunchtime? Do you know who would replace him?”

This stopped Arthur cold—made him think. He knows his client’s boss, but he doesn’t know others in the firm—the others that might step in after the lunchtime tragedy.

Don’t get cocky like Arthur. Spend time with your clients and the folks who work with them. Develop relationships that will keep your business alive after the rogue bus drivers of this world take out your clients.

business development, client relationships, communications, effectiveness, leadership behavior, listening, making assumptions, making decisions, proactive, setting expectations | Comments (0)

Are your superstars fleeing?

Posted on November 5, 2009

This week I got sucker-punched. One of my client’s rising stars-Randy, who we expected to move into a leadership position–quit.

I was stunned. My client, I’m sure, was much more so.

We had talked about how Randy had such great potential and what we saw in his future with the firm.

Problem was, apparently, Randy didn’t get the message. At least that’s what Randy told me.

I know people are often negligent in telling someone they’ve done a good job or that we appreciate them. In fact, the number one reason people give for leaving a job is that “my manager doesn’t appreciate me.”

That’s followed by “I don’t know what my future is with this firm” and “my manager doesn’t communicate with me.” Rarely is money the true reason someone leaves a job.

So, what are you doing to communicate to your future leaders what you see for them? Are you at risk of getting sucker-punched when one of your rising stars leaves?

communications, expectations, from the CEO, leadership, setting expectations | Comments (0)