by Mark Katz | Knowledge Exchange
The most important conversation you can have is the autopsy of the clients you didn’t get. We all like talking to the clients that love us, but it’s the client that you didn’t get that will give you the most valuable information about what’s missing. And they’re very...
by Mark Katz | Knowledge Exchange
Twenty percent of your prospects should turn you down for pricing. If you’re in a high-priced market that number would change, but generally speaking 20 percent of your prospects should say ‘no’ to your price. If that’s not happening, your price is too cheap. I came...
by Mark Katz | Business Strategy, Knowledge Exchange
There is one thing worse than a full calendar – an empty one. When I don’t have messages, part of me really likes it because I get a break, but the other part is left wondering what happened. You always want to be in “generation” mode. I have clients that start up...
by Mark Katz | Business Strategy, Knowledge Exchange
If you are a consultant, clients hire you – fundamentally – because they have a problem in their business that needs to be solved. And they don’t always know what that problem is, or how to solve it. Solving it often involves change, and change is hard. We do change...
by Mark Katz | Knowledge Exchange, Success Stories
One of the keys to a successful business is maintaining integrity with yourself, your staff, and your clients. This makes perfect sense, sounds straightforward and logical, and of course you want a business that operates at a high level of integrity and...
