David Maister ציבורי
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Preeminent business author and global consultant David Maister presents this enhanced podcast series exploring the themes found in his new book Strategy and the Fat Smoker. Each episode is accompanied by a supplementary pdf discussing the related chapter from David's new book.
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A career path is rarely a series of logical steps towards resulting in an ultimate goal, but is more often a series of experiments seen through by the drive and determination to find the next challenge. We will explore this principle in this podcast.על ידי David Maister
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A core element in my view of the world is that everything we want must be given to us by another human being. So weather it is about getting our staff to cooperate with us, or to get clients to entrust us with business, our main task is to make other people, want to give us what we want. We must learn how to earn relationships. The following video,…
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A core proposition in my way of thinking about business development is that you will have more success if you're trying to market things that turn you on for clients that you are truly interested in. Now this is simple to say, but it appears that it is not the case with the way that many professionals actually come to market. Listen to the followin…
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In this video clip, we explore how you can win business from a non-client who is looking around and talking to many providers. So this is the situation that may be described as a beauty parade or a competitive bid or a request for proposal. We analyze it by using a direct experience of my own.על ידי David (Maister)
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One of the biggest ways that professionals and professional firms can improve their marketing effectiveness is to think through and make sure that they are actually putting their marketing efforts in places which yield the highest return. This is actually not commonly the case. Most firms say that they believe that marketing to existing clients is …
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In thinking about business development, there are two basic mindsets that must be distinguished. On the one hand, you could focus on trying to win each transaction, transaction by transaction. Somewhat rudely, I call this the mindset of going for the quick hit, or the one-night stand. The other way of coming to market is trying to build relationshi…
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The key to all marketing, selling, client service, and client relations questions is actually not about how do you market, or how do you sell. The thing that we need to understand is, "How do clients buy?" And what follows is my attempt to explain that perspective at a recent lawyers conference.על ידי David (Maister)
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In this video clip, we're going to explore another example of how you go about investing in a relationship in order to get involved in more of the transactions in business that your client has, otherwise known as cross-selling or expanding a relationship. We will explore the tactics that work with a particular emphasizes on how you invest in the re…
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In the following video we will make the case that, if the employees of an organization are to raise their performance, then logically what is required is that the managers must first be better at performing their role and that, in order to make this happen, the managers must be prepared to be accountable for their performance. In the video, you'll …
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In this clip we dig into the parallels between being an effective manager in the workplace and being an effective change agent within your family. How do you learn how to deal with different family members and bring about harmony and joint action in a family situation? And where does that match what you have to do at work?…
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