• Fundamental-Focused Approach:

  • Emphasis on maintaining consistent daily activities
  • Structured use of CRM/technology to drive activities
  • Systematic documentation of all client interactions
  • Regular follow-up based on specific dates/commitments

• Client Pipeline Framework:

  • Four-tier classification system:
    • Leads: Companies with no relationship yet
    • Targets: Companies known to use contractors
    • Customers: Active billing clients
    • Key Accounts: Clients with $1M+ potential or 10+ consultant capacity
  • Focus on systematically moving clients up through tiers

• Practice-Based Development Method:

  • Daily practice of key skills (5+ minutes)
  • Recording and reviewing phone calls
  • Rehearsing presentations and client interactions
  • Regular role-playing exercises
  • Practicing questions and responses

• Relationship-Centric Sales Approach:

  • Opening question: “Describe what would be an ideal outcome for you in the time we have today?”
  • Focus on making genuine connections (“making friends for a living”)
  • Regular use of open-ended TED questions (Tell me, Explain, Describe)
  • Building detailed organizational charts for accounts

• Boomerang Mindset Methodology:

  • Prioritizing giving value before expecting returns
  • Always returning calls/communications
  • Setting clear expectations with candidates
  • Making referrals even when no immediate benefit
  • Building long-term relationships over short-term gains

• Personal Development Framework:

  • Three core pillars: Curiosity, Humility, Vulnerability
  • Regular seeking of feedback (“give 2, take 2” method)
  • Continuous learning from mentors and coaches
  • Focus on visualization techniques
  • Daily gratitude practice

• Client Management System:

  • Detailed documentation of all interactions
  • Color-coded organizational charts
  • Regular status updates
  • Systematic follow-up processes
  • Delegation to build team capabilities

• Success Measurement Approach:

  • Activity-based metrics tracking
  • Regular goal setting and visualization
  • Focus on both quantitative and qualitative outcomes
  • Emphasis on long-term relationship building over transactional wins

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