Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
David C. Baker, Emily Mills,amazon.com
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Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
The expert has a point of view (or perspective). The expert is concise. The expert is believable. The expert can answer follow-up questions without choking. The expert seems confident. The expert holds many principles subject to later modification. The expert—in a work setting—believes the “how” is just as important as the “what.”
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
If you are at the outset, just building your practice, maybe have another (even part-time) job to make enough money to fight off starvation and retain your expert posture. Or save up enough money before kicking it off publicly so that you don’t panic.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
The second kind of day (Contribution), which will only be one or two days per week, is when you get real work done. These are the days when you are changing your world. You write your marketing plan or you invent a new service offering or you shape some original research for a talk you’re going to give. It’s uninterrupted time because you’ve cleare
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There’s something else you could be selling, too, and that’s coaching, or ongoing assistance where you get down in the mud and help them implement things. That’s always a viable option and it might fit your personality well, but there are some innate problems with it. First, it’s hard to be that present in a client relationship and retain your obje
... See moreDavid C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Clients want to listen to advisors who have a provisional POV and not advisors who are too hesitant with a declared perspective. This requires a certain degree of mental health.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Second, clients will not pay a premium for ongoing presence, long term. They will only pay a premium for episodic presence. The residents of a country welcome a liberating force more than the occupying force.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
First, note the relative size of your largest client. If you are working for multiple departments or divisions of the same larger entity, they should be listed as a single source of work. You want that largest client to represent 15%–25% of your total fee billings. Larger than that and most of the clients that follow will be too small to generate p
... See moreDavid C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
they buy. The format doesn’t matter too much, though I am drawn to the physical format and not just a digital one because it feels more substantial.
David C. Baker, Emily Mills, • Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice
Second, clients will not pay a premium for ongoing presence, long term. They will only pay a premium for episodic presence.