Blog
Client gifts & value adds – the gift that doesn’t keep on giving…
In almost every industry I work, the race to the bottom is on - you have to give clients free things, value adds, discounts, concessions, etc to beat those darn competitors & show your love and commitment. Do they love you back? Read on... The "gifting" camp has grown. The current logic is that to secure and grow client relationships, and most...
Are you a victim of the client “Stockholm Syndrome”?
By Tony Shepherd LL.M.(SYD),A.S.D.A.,A.T.C.L. It's everywhere - the key to success in business is to exceed your clients' expectations, be more client-centric, client intimate, anticipate their needs, suspend your agenda, drill down, show more empathy. Have I left any out? Undoubtedly. Problem is, and here's a big disruption - far too many people that I...
C’Mon Corporate Finance people – don’t you value relationships & collaboration?
By Tony Shepherd LL.M.(SYD),A.S.D.A.,A.T.C.L. It must be hard being a corporate finance person, especially in global corporations, having to sit through the CEO's passionate proclamation of corporate values - integrity, collaboration, transparency, etc then basically be held to account on one pervasive KPI - get all the money we're owed in as quickly as...
Let’s sort out this “The Customer is always right” thing…
By Tony Shepherd LL.M.(SYD),A.S.D.A.,A.T.C.L. Always go to the source. Whether first use of the phrase is attributed to retailer Marshall Field who owned the "Chicago" department store (subsequently renamed Macy's) in the late 1800's, or legendary hotelier Cesar Ritz who proclaimed in 1908 "Le client n'a jamais tort" (the customer is never wrong), one...
Do you know the difference between a Document and a Presentation?
By Tony Shepherd LL.M.(SYD),A.S.D.A.,A.T.C.L. "Of course I do - everybody does!". Well, if that's the case, why are so many countless hours lost while we as meeting participants have our time wasted by people "presenting" under the guise of trawling through and randomly commenting upon data projected documents, reports, financial statements, spreadsheets...