Getting Hired by New Clients

Managing, Strategy, Business: David Maister Live videocast

MP4•Pagina principale dell'episodio

32:08

Did you know there’s an actual science to uncovering your hidden genius? It’s not about filling out a “dream job” worksheet—it’s about understanding how your brain is wired, identifying your natural aptitudes, and using them to thrive. This isn’t just a self-discovery exercise. It’s a game-changer for your career, your relationships, and how you show up in the world. Betsy Wills and Alex Ellison are redefining how we approach career discovery, proving that finding the right path isn’t just about landing a job—it’s about creating a life that aligns with who you actually are. ✅ Betsy Wills – Cofounder of YouScience, a groundbreaking psychometric assessment platform reshaping how we understand our talents. She’s also the Director of Marketing & Branding at Diversified Trust and a frequent lecturer at Vanderbilt University and NYU’s Stern School of Business. ✅ Alex Ellison – Founder of Throughline Guidance, a global college and career counseling practice. She’s a sought-after writer, speaker, and expert in college readiness and career development. ✅ Together, they co-authored Your Hidden Genius: The Science-Backed Strategy to Uncovering and Harnessing Your Innate Talents. Discovering your hidden genius isn’t just about career success—it’s about tapping into what makes you, you . Connect with Betsy & Alex: Website (Free Downloads): www.yourhiddengenius.com Book: https://www.harpercollins.com/products/your-hidden-genius-elizabeth-m-willsalexandra-ellison Related Podcast Episodes: How To Be You, But Better with Olga Khazan | 288 Finding Purpose Through Human Design with Emma Dunwoody | 228 195 / Finding (And Using) Your Voice with Amy Green Smith Share the Love: If you found this episode insightful, please share it with a friend, tag us on social media, and leave a review on your favorite podcast platform! 🔗 Subscribe & Review: Apple Podcasts | Spotify | Amazon Music…

18 anni fa 15:12

In this video clip, we explore how you can win business from a non-client who is looking around and talking to many providers. So this is the situation that may be described as a beauty parade or a competitive bid or a request for proposal.
We analyze it by using a direct experience of my own.

25 episodi

#Business #Careers #Higher Education #Marketing #David Maister #Video #Podcasting Education

Getting Hired by New Clients

Managing, Strategy, Business: David Maister Live videocast

13 subscribers

published 18 anni fa

MP4•Pagina principale dell'episodio

25 episodi

#Business #Careers #Higher Education #Marketing #David Maister #Video #Podcasting Education

Tutti gli episodi

Managing, Strategy, Business: David Maister Live videocast

1
Summary Proverb 1:20

17 years fa1:20

1:20

We will close this series with a proverb that I use to conclude many of my seminars. It illustrates that what most businesses need, is not clarification on what is the right thing to do, but the courage to not give in to short term gratification.

Managing, Strategy, Business: David Maister Live videocast

1
Earning a Relationship 3:58

18 years fa3:58

3:58

A core element in my view of the world is that everything we want must be given to us by another human being. So weather it is about getting our staff to cooperate with us, or to get clients to entrust us with business, our main task is to make other people, want to give us what we want. We must learn how to earn relationships. The following video, taken from my personal life, shows a remarkable effective way, of pulling this off.…

Managing, Strategy, Business: David Maister Live videocast

1
Dynamos 9:51

18 years fa9:51

9:51

In this video clip we're going to look at the issue of energy, excitement, and ambition in a different way and talk about the different states of drive that you and I might experience at different stages of our career.

Managing, Strategy, Business: David Maister Live videocast

1
Think of Work 9:49

18 years fa9:49

9:49

A core proposition in my way of thinking about business development is that you will have more success if you're trying to market things that turn you on for clients that you are truly interested in. Now this is simple to say, but it appears that it is not the case with the way that many professionals actually come to market. Listen to the following presentation and reactions.…

Managing, Strategy, Business: David Maister Live videocast

1
Getting Hired by New Clients 15:12

18 years fa15:12

15:12

In this video clip, we explore how you can win business from a non-client who is looking around and talking to many providers. So this is the situation that may be described as a beauty parade or a competitive bid or a request for proposal. We analyze it by using a direct experience of my own.

Managing, Strategy, Business: David Maister Live videocast

1
Experts vs. Advisors 3:54

18 years fa3:54

3:54

In the marketing of professional services, you can come across in one of two ways to the buyer. You are either interested in them, or you are interested in their cash. We will show why the former is the key to successful business marketing.

Managing, Strategy, Business: David Maister Live videocast

1
Marketing To Existing Clients 18:33

18 years fa18:33

18:33

One of the biggest ways that professionals and professional firms can improve their marketing effectiveness is to think through and make sure that they are actually putting their marketing efforts in places which yield the highest return. This is actually not commonly the case. Most firms say that they believe that marketing to existing clients is the best source of new revenue. But when you add up all of the non-billable hours that are spent on marketing you often get surprised that a very high majority of it is diverted to chasing new clients. In this clip, we examine all of the places that marketing efforts can go. We make some very clear recommendations about where the priorities are.…

Managing, Strategy, Business: David Maister Live videocast

1
Rules of Relationships 3:45

18 years fa3:45

3:45

We all say we want relationships and we want to be good at romance, but we have not all thought through the actions and behaviors that a Necessary to create those things. In this video clip, we begin to explore the necessary skills.

Managing, Strategy, Business: David Maister Live videocast

1
Romance and Sincerity 5:06

18 years fa5:06

5:06

In thinking about business development, there are two basic mindsets that must be distinguished. On the one hand, you could focus on trying to win each transaction, transaction by transaction. Somewhat rudely, I call this the mindset of going for the quick hit, or the one-night stand. The other way of coming to market is trying to build relationships. Trying to get good at romance, where you're trying to persuade potential clients to enter into a long-term relationship with you. The key point is that we must understand that whilst either can be made to work, there is a crucial difference between being good at one-night stands and being good at romance.…

Managing, Strategy, Business: David Maister Live videocast

1
How We Buy 7:39

18 years fa7:39

7:39

The key to all marketing, selling, client service, and client relations questions is actually not about how do you market, or how do you sell. The thing that we need to understand is, "How do clients buy?" And what follows is my attempt to explain that perspective at a recent lawyers conference.

Managing, Strategy, Business: David Maister Live videocast

1
What We Hate About Those People 5:28

18 years fa5:28

5:28

The key to giving your clients a great client experience is to understand what it feels like to be a client. In the following clip, we explore exactly that, by drawing on our common experience of being the patient of a doctor.

Managing, Strategy, Business: David Maister Live videocast

1
Where Should Marketing Time Go? 8:53

18 years fa8:53

8:53

In this video clip, we're going to explore another example of how you go about investing in a relationship in order to get involved in more of the transactions in business that your client has, otherwise known as cross-selling or expanding a relationship. We will explore the tactics that work with a particular emphasizes on how you invest in the relationship.…

Managing, Strategy, Business: David Maister Live videocast

1
Accountability 6:43

18 years fa6:43

6:43

In the following video we will make the case that, if the employees of an organization are to raise their performance, then logically what is required is that the managers must first be better at performing their role and that, in order to make this happen, the managers must be prepared to be accountable for their performance. In the video, you'll see one idea put forward about how managerial accountability for performing the managerial role could be installed inside an organization.…

Managing, Strategy, Business: David Maister Live videocast

1
Managing Dad 4:18

18 years fa4:18

4:18

In this clip we dig into the parallels between being an effective manager in the workplace and being an effective change agent within your family. How do you learn how to deal with different family members and bring about harmony and joint action in a family situation? And where does that match what you have to do at work?…

Managing, Strategy, Business: David Maister Live videocast

1
Using Language To Get What You Want 3:45

18 years fa3:45