1. How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter The Fairmont Palliser Hotel, Calgary, Alberta

2. We are trying to make a difference not just a living!

3. Know the space you ‘play’ in and don’t waver! Courage to adopt partnership style Build reputation and the business continuously Truth telling Follow up and course correct!

4. Process What space do you play in? Expert Implementation

5. Reputation increases by not being all things to all people

6. Build reputation and business continually so you can afford to say NO thanks

7. Hosted symposiums, breakfast meetings One on one meetings – who is your target? Follow up Informal networking Referrals Personal letters – cold calls Publishing – establishing thought leadership!

8. We have to bring ourselves into the practice; courage to be in partnership!

9. Service is Not Servile What kind of clients make us move into expert mode? What kind of clients make us move into servile mode? ExpertServile

10. You both have needs and wants Each party does what they commit to do You both have expertise and apply it together for a positive outcome Partnership is the Key ExpertServile PARTNERSHIP

11. What are your needs and wants? What prevents you from getting what you want? What is most important to you about the work you do! Group Discussion: Your Turn

12. CONTRACTING Insurance against selling out!

13. Probe for the underlying issues – what are you worried about, what do you want from me? Be prepared to push back! Don’t feel compelled to be ‘brilliant’ – stall for time Be prepared to state your views, philosophy and values Contracting: Questions and Intent!

14. Relentless follow up – to care, learn and build Take accountability for what went right and wrong! Trust what you feel and act on it – course correct Follow Up

15. You get what you project!