Sublime

three or four potential customers, who is the most important?

These three speaking business fundamentals—stageside leads, compounding gigs, and the referral tree—are the keys to your success.

5. Do You Know What to Do So You Can Do What You Want to Do?

your team must master, using our tools, four fundamentals: • In leading People, take a page from parenting: Establish a handful of rules, repeat yourself a lot, and act consistently with those rules. This is the role and power of Core Values. If discovered and used effectively, these values guide all the relationship decisions and systems in the

form a small team within each discipline (or service area). Their task is to develop a proprietary client-service methodology: that is, to come up with value-enhancing action ideas

Years ago, hospitals didn’t have mortgage financing available to them. And traditional corporate loan packages would force hospitals to lock up all of their asset value as collateral. So Ed’s team set out to offer lease financing as a low-cost and flexible alternative. Thus far, it’s been a fantastic niche—Ed & Co. have grown their zero assets to a

Rather, what we are talking about is finding ways to make client assignments substantively more valuable to clients by changing the way professionals interact with their clients during the project.

Here’s the rub: even unselfish leaders are crunched for time and treasure.