The Seven Elements framework presented in "How Clients Buy" represents a list of ingredients essential for business development success. As such, they...

When researching "How Clients Buy," Doug Fletcher and Tom McMakin interviewed dozens of successful rainmakers. Their subjects ranged from solo practit...

By all means, create content. Share the good stuff. Use inbound marketing and marketing automation—mindfully—to build awareness and understanding of y...

When it comes to professional services, Tom McMakin believes trust is everything. That's because information asymmetries are inherent in professional ...

Which is more important to professional service providers: marketing or selling skills? The answer is both, contrary to common assumptions about the v...

Doug Fletcher is one of the most likable people you'll meet. His easy-going manner puts one at ease. So, it's a bit jarring to hear Doug advise, "Forg...

When it comes to content marketing, if you hold back your “good stuff,” your efforts will be less effective. Your good stuff is, by definition, the mo...

Playing golf at the country club used to be an effective way to cultivate business relationships. That's no longer true. Globalization and specializat...

Even if the primary purpose of your practice isn’t to make money, making money is a requirement for sustaining your practice. By definition, a sale is...

In this second in a series of interviews, Andi Baldwin of Profitable Ideas Exchange interviews "How Clients Buy" co-authors, Tom McMakin and Doug Flet...