How to Move Your Competitors Out of the Way

How to Move Your Competitors Out of the Way

In many cases, your new clients come at someone else’s expense. In other words, when you win a new client, your competitors lose. And often, your new client means a competitor loses one of their existing clients. It’s called “competitive displacement,” and it’s...
What Do You Do When You Dislike Your Client?

What Do You Do When You Dislike Your Client?

Have you ever heard the phrase, “familiarity breeds contempt?” It’s an old English proverb that traces its roots back many centuries. Chaucer wrote those words in 1386 in the “Tale of Melibee.” According to the American Heritage Dictionary of Idioms, “Long experience...
Expertise Versus Experience

Expertise Versus Experience

Do you ever listen to those financial planning talk shows on the radio? Here’s a confession…I do. Yeah, I know those shows are glorified commercials for the financial planner who purchased the air time. I know the purpose of the show is to get listeners to invest...