Blog


Oct

13

2017
Managing Client Expectations

Managing Client Expectations

Client expectations are not always met, creating disappointment for both the client and executive. It can be avoided however through clear definition and alignment of client expectations with executive goals A company brings in an independent executive because they want to accomplish certain goals. When you work with a CEO or company owner, you are often helping them accomplish a long-term vision, their hopes, or...

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Oct

10

2017
Put a Value On Your Tool Kit in Small Businesses

Put a Value On Your Tool Kit in Small Businesses

One big frustration faced by owners of small businesses face is that best practices from big companies aren’t applicable to small businesses. In this case study, independent executive Marc simplified tools and techniques to boost profits in small businesses The old saying, “One man’s trash is another man’s treasure,” is a good way of looking at some of the everyday, common-sense tools you use. As...

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Oct

07

2017
Create a Relationship, Not a Client – Right from the First Client Meeting Agenda

Create a Relationship, Not a Client – Right from the First Client Meeting Agenda

Create a lasting relationship with your client by making the first client meeting agenda about the client and listening to their needs and concerns Sell What You Can Do, Not Yourself People are always more comfortable selling something or someone besides themselves. It’s human nature. Many people just aren’t comfortable selling period. Let’s start with a common myth—you do need to be able to sell yourself...

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Oct

04

2017
Overcoming Common Objections with Executives

Overcoming Common Objections with Executives

Common objections clients have about an executive is that they aren’t from the same industry, overqualified or don’t fit with the company culture The Executive Must Be from My Industry Through a recession or slow economic times, companies become accustomed to handcrafting lists of requirements for the executives they are looking for, from backgrounds to skill sets to the types of companies they have worked...

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Oct

01

2017
Your Initial Executive Client Conversation

Your Initial Executive Client Conversation

For an executive who are looking for insights on what others ask or think their current technique may need adjusting, below is a brief overview of common questions independent executives walk through with clients. Whether you are a novice to the process or have been doing this most of your career, every executive has their own spin and techniques that work best for them.  Let...

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Sep

29

2017
How to Maintain Momentum as an Independent Executive

How to Maintain Momentum as an Independent Executive

It is common for independent executives to put a hold on business development while working on engagements, then pick up efforts again when they’re nearing the end. This can work well depending on the length of each engagement, but remember, it doesn’t take long for your sources to forget to refer you. An Independent Executive Out of Sight is Out of Mind It is commonly...

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Sep

26

2017
Interim Executive Felda Looper on Standard Operating Procedures

Interim Executive Felda Looper on Standard Operating Procedures

The hallmark of efficient companies lies in the mapping and documentation of standard operating procedures On this week’s podcast of Business Today, we spoke to Interim Executive Felda Looper on her experiences and the importance of having standard operating procedures in place.  She has a very varied background and done many things in her career that include starting a profitable retail business in her twenties, and standing...

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Sep

26

2017
Getting More Referrals

Getting More Referrals

Cold calling is no longer the way to get more referrals. Start by listening to what the people need. The most powerful marketing tools for any business are business referrals. People are inclined to trust business referrals if they come personally from somebody they know. According to research by Nielsen, 77 percent of consumers are more likely to buy a new product when they learn...

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Sep

23

2017
Independent Executive Partnerships

Independent Executive Partnerships

Each independent executive operates his or her own business, and each client situation is unique.  Partnering, formally or informally, with other individuals in a similar situation can offer executives the flexibility and independence that initially attracted them to this career while still retaining some benefits of being part of a team, including more collaboration, brainstorming, meaningful partner relationships, and any number of other opportunities to...

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Sep

20

2017
Get Paid by Using a Statement of Work

Get Paid by Using a Statement of Work

The statement of work’s importance in terms of both the sale and delivery of independent executives’ work for clients is paramount How much or how little you put into yours is up to you and will depend on the situation and the client. For details on creating a statement of work and what to include, refer to our book, How I Fired My Boss and...

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