Sublime

Fundamentally, they are the result of an appropriate firmwide attitude toward clients—an attitude that must be created by the senior professionals of the firm through exemplary personal behavior and role modeling.

clients need trust and reassurance, and, to be successful, professionals must project an air of omnipotence and omniscience.

in this middle experience stage of practice area maturity that time-and-expenses billing practices would be (and are) most…

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It is different if you are from the middle or bottom tiers of your sector. In that case, not everyone will want to work with you, and perhaps most people won’t want to work with you, as they will be hoping for something better, whether realistically or not. If you are in this position, as many of us are, you need to think especially carefully about

on most technical or professional matters outside my own area of expertise, I am as much shopping for trust, confidence, peace of mind, and reassurance as I am for “cold” technical expertise. As all clients do, I consider style, manner, and, above all, attitude in choosing professional service providers.

Beyond Agency - You are seen as a source of cash flow and an investor/partner. They generally think, "You are an invaluable consultant who pays for themselves." They don't know anyone else who does what you do.

(When my therapist friends hear this part of the story, they immediately diagnose him as “avoidant.”

bias.