Secret Tradecraft of Elite Advisors: Covert Techniques for a Remarkable Practice

there is a logical order to these practice development activities. First comes listening. Do this well, and all that follows will be easier. Next comes superpleasing. The better we can do there, the easier it will be both to win existing clients’ future business and to win new clients through word of mouth. Third, it makes sense to ensure that you

Any negotiation, any steering conversation, has to begin with you. You need to steer from the very beginning, by asking yourself the right questions before you sit down with anyone else. The best negotiations, relationships, or client interactions start with you—a process of self-discovery that helps you get clarity on who you are and what you want

private closed-door meetings with each partner and asking “What, precisely, is it that is going to make you special (or even more special) in the marketplace over the next few years? Would you like to develop a specialized expertise in a particular technical area, in certain types of transaction, in the problems of certain types of clients?