Opening the Vault


Five of the most useful articles I’ve read this month.

1. Five Secrets to Successful Rainmaking. In addition to five great tips, this article briefly explores why rainmaking matters especially for woman and those interested in working flex-time. (Gentlemen, this article is good for you, too.)

2. How to Adopt a Sales Mindset. A short article with 13 reasonably obvious (but easy-to-forget) tips; qualifies as one of the week’s best reads because of the final sentence: “A salesperson tells, a good salesperson explains… and a sales superstar demonstrates.”

3. Rituals – how leaders can get things done(Leadership Frame #2) I frequently talk with clients about creating systems, and this article hit home with this passage: “[I]t is wrong to think that to get things done we must constantly or consciously think about them. The opposite is true – we should instead increase the number of things we do without thinking about them. So the counter-intuitive secret to getting things done is to make them more automatic, so they require less energy. Develop rituals — highly specific behaviors, done at precise times, so they eventually become automatic and no longer require conscious will or discipline.” Read and apply.

4. Communicating with Clients through Invoices. I’ve yet to talk to anyone who enjoys timesheets. This article, which explains how invoicing is actually a written conversation about what you’re doing for your clients, might just change your mind.

5. Finally, from my “to watch” list, a short video from my friend and colleague Carolyn Herfurth on how to handle that moment when you recognize that the potential client you’re talking with isn’t your ideal client.

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