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

The second kind of day (Contribution), which will only be one or two days per week, is when you get real work done. These are the days when you are changing your world. You write your marketing plan or you invent a new service offering or you shape some original research for a talk you’re going to give. It’s uninterrupted time because you’ve cleare

The most notable firms have their own house in order first, and only then do they branch out and focus on client work.

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what you should be talking about is whether you are a mutual fit and how you will go about solving their challenge. Nothing else.

In the real world, a new client chooses to work with you based on your reputation and their best prediction of what it will be like to work with you. All the positioning stuff is just table stakes: It won’t close the gap, but it gets you in the game.

The second kind of day (Contribution), which will only be one or two days per week, is when you get real work done. These are the days when you are changing your world.

You are selling perception, which comes from self-awareness. You are not a reliable observer until you calibrate your own sensors and see where things are throwing you off. I have a SawStop table saw where the blade must be exactly 90˚ offset from the stainless steel table top. Every time I tilt that blade for a unique cut, I have to reset the blad

Your website should help a prospect make an honest decision about whether it’s a good fit to work with you, and he should do this on his own, before he ever talks to you,

The first kind (Preparation), which will comprise three or four days of each week, are the days when you get things off your plate or clear the deck. I call these Preparation days because they are designed to enable you to do something else. These are full of all the little things that won’t change your life but must get done anyway. You’ll do 20 o