Tag Archives | Winning

The secret to achieving your goals every time

‘Success is steady progress towards one’s personal goals’- well, that’s what my fortune cookie from The Peacock Gardens told me last night.

Achieving goals is a daunting journey littered with setbacks. Yet watching our 8 year old son learn to play rugby has reminded me of the secret to reaching goals. Simply put, he refused to tackle. No matter how much I yelled, begged, bribed, cajoled- he could not bring himself to do a tackle. Until someone whispered the secret in my ear.

It’s the secret that has helped me to dust myself off when I’ve failed, and has kept me moving forward. And it’s a secret that works whether you’re 8, or 50.

How to make more money from losing than winning

Agencies I have led have made more money from new business pitches we lost than from pitches we won. Sounds illogical, but it’s true. Here’s how to win when you lose.

It begins with a story of love almost lost. I was very keen on a certain young woman. I showered her with huge attention, was captivated by her every murmuring, did everything I could to shine. You know the plot. One day she put her hand on my shoulder: “Chris, I appreciate the attention but you need to know, I have a boyfriend.”

And it was the way I responded to that critical moment of truth that encapsulates the secret to making more money out of losing than winning.

3 vital ingredients to winning new clients

There’s nothing sweeter than the taste of a new client win. To drink more often from that winner’s cup, follow these three vital ingredients for new business success.

Winning new clients validates who your firm is and what you offer. It lifts heads. It inspires and creates momentum.

Remember clients are making up their minds about who to hire from the moment they contact your firm. It’s vital to hit the right buttons at every meeting and on every contact. The three vital ingredients to winning new clients need to be ‘seeded in’ at every opportunity during the process.

Top 5 reasons clients have fired me

“You’re fired!” Nothing hurts more than losing a client, so hard fought to win in the first place. Yet the reasons for ‘getting fired’ are usually one of these five major mistakes.

I’ll never forget that client CEO firing me. We were out. Worse still- we absolutely deserved it. I still dream about it. And of the other few times my agency ‘got fired.’

Winning new business is a great feeling. There’s that early honeymoon phase, and then often, over time, we start to under-deliver. Work flows dwindle. Or the client puts the account out for re-pitch. Occasionally you get the ‘it’s over’ phone call. Whichever way it comes, it hurts.