Hardingco Blog

Recent Posts from Hardingco Blog

• Rain Making Problem #15: How to Prove Your Worth

  (This post is another in our series of Rainmaking Problems.  We invite your comments on this problem and would also welcome any problems you would like to submit to get comments from other readers.) I…

• If at First It Succeeded, Why Not Try Again?

  For most of our clients, business is hard to come by these days.  When coaching in this environment, we first look for the quickest and easiest sources of new business.  To this end, we ask…

• John’s Story: How One Professional Became a Trusted Advisor

  John was a young professional assigned to work with a team at a client’s office complex.  Late one Friday afternoon he stopped by the office of Bill, the Vice President in the client organization to…

• Bah to Brochures!

  A member of the audience of the Washington, DC chapter of the Society for Marketing Professional Services (SMPS) asked me if I had any opinions on brochures. He shouldn’t have gotten me started! My comments…

• Rainmaker Problem #14: Are Lead Junkets Worth the Cost?

  (This post is another in our series of Rainmaking Problems. We invite your comments on this problem and would also welcome any problems you would like to submit to get comments from other readers.) Over…

• Networking Up, Part 3: Coffee and Gossip

  (Two earlier posts, Networking Up, Part 1 and Part 2, described how rainmakers network with executives, who are their seniors in age, authority and income.  Here is another on the subject.) Few of us can…

• So Many Friends Out of a Job!

  A friend invited me to breakfast this coming Friday.  He didn’t give me a reason, but I know why.  He’s out of a job.  Again.  Again he wants some help, especially with introductions.   I now…

• How Much Detail Should You Give When Answering Questions?

  I sat with a friend today who described frustration with a colleague who had lost a sale my friend had been pursuing for a long time. The client had asked the colleague, whom I will…

• Rainmaker Problem #13: Courting Distant Clients

  (This post is another in our series of Rainmaking Problems.  We invite your comments on this problem and would also welcome any problems you would like to submit to get comments from other readers.) Katy…

• Rainmaker Story #13: Bob’s Dinner or the Value of Affinity in a Network

  The managing partner of a firm once told me about a dinner that he and his boss had with a client in Chicago long ago. The boss, whose name is Bob, was the founder of…