![Page 1: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/1.jpg)
How to Give Clients What They Want
Without Selling Your Soul
2003 PMRS Alberta Chapter
The Fairmont Palliser Hotel, Calgary, Alberta
![Page 2: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/2.jpg)
We are trying to make a difference
not just a living!
![Page 3: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/3.jpg)
Know the space you ‘play’ in and don’t waver!
Courage to adopt partnership style
Build reputation and the business continuously
Truth telling
Follow up and course correct!
![Page 4: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/4.jpg)
Process
What space do you play in?
Expert Implementation
![Page 5: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/5.jpg)
Reputation increases by not being all things to all people
![Page 6: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/6.jpg)
Build reputation and business
continually
so you can afford to say NO thanks
![Page 7: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/7.jpg)
Hosted symposiums, breakfast meetings
One on one meetings – who is your target?Follow up
Informal networking
Referrals
Personal letters – cold calls
Publishing – establishing thought leadership!
![Page 8: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/8.jpg)
We have to bring ourselves into the practice; courage to be in partnership!
![Page 9: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/9.jpg)
Service is Not Servile
What kind of clients make us move into expert mode?
What kind of clients make us
move into servile mode?
Expert Servile
![Page 10: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/10.jpg)
You both have needs and wants
Each party does what they commit to do
You both have expertise and apply it together for a positive outcome
Partnership is the Key
Expert ServilePARTNERSHIP
![Page 11: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/11.jpg)
•What are your needs and wants?
•What prevents you from getting what you want?
•What is most important to you about the work you do!
Group Discussion: Your Turn
![Page 12: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/12.jpg)
CONTRACTING
Insurance against selling out!
![Page 13: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/13.jpg)
•Probe for the underlying issues – what are you worried about, what do you want from me?
•Be prepared to push back!
•Don’t feel compelled to be ‘brilliant’ – stall for time
•Be prepared to state your views, philosophy and values
Contracting: Questions and
Intent!
![Page 14: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/14.jpg)
•Relentless follow up – to care, learn and build
•Take accountability for what went right and wrong!
•Trust what you feel and act on it – course correct
Follow Up
![Page 15: How to Give Clients What They Want Without Selling Your Soul 2003 PMRS Alberta Chapter](https://reader035.vdocument.in/reader035/viewer/2022062408/56813e8f550346895da8d841/html5/thumbnails/15.jpg)
You get what you project!