There has been a lot of conversation in bookkeeping circles this year about niching, many advocating that it's the undisputed path to take. The result is that I'm having conversations with bookkeepers...

Last week one of my clients asked me a really good question about sales conversations, and just like I did with another client's question a week or so ago, I turned my answer into a blog and sent it...

I love networking but I've had to learn how to do it, and I've learned to love it.

I'm probably considered outgoing and approachable by most who meet me, but I can be a little introverted at times, a...

Whenever I do a business review for my own business, one of the things I want to get a handle on is return on investment for the various networking groups I belong to.

The cost of belonging to these ...

The discovery session checklist

I thought it would be helpful for me to create a checklist of things to ask when I was in sales conversations, or discovery meetings, with potential clients. I car...

When I joined BNI, over 10 years ago now, it started working well for me very quickly. And so I thought, this is great! I’ll find another group to join and I’ll get more referrals. But from the very f...