Objective: Determine Fit → While our mission is to position, our objective at each and every interaction in the buying cycle is simply to see if there is a fit between the client’s need and our expertise suitable enough to take a next step. That’s it. It is not our objective to sell, convince or persuade. It is simply to determine if there exists a

we must not mistake the seeking of inspiration for the will to move forward.

Our focus needs to remain on the client, helping him to facilitate the change in himself that he is considering.

We can build a business with enough people saying no to us every week, provided many of them agree to subscribe to our thought leadership and we are diligent about future follow-up.

(We will specialize).

One of our new mantras that we will repeat to ourselves and our potential clients is: We do not begin to solve our clients’ problems before we are engaged.

No – for this future client, we must take the long road of helping him, over time, to see that perhaps he does have a problem. We do this primarily through the dissemination of our thought leadership – our writings on our area of expertise.

The control that we need in order to do our best work includes the imperative to bring our own methodology to the engagement.

Strategy First