Jim Collins says leaders manage differently when thinking about a 10-20 year time horizon vs. what is best right now.
The challenge is adopting and maintaining that long term outlook in the face of leading a business day-to-day.
There are 3 Big Ideas for reaching your firm's full potential. I discussed Big Idea #1 previously: Strategic vs. Opportunistic Business.
Big Idea #2: See Your Firm the Way Clients See It
People think marketing takes a long time to generate results. However, when you create a powerful connection with clients, you will see results with the next conversation. You’ll also be aligned with your long term goals.
How do you do this?
Ask yourself: How do you improve your client's business?
Stop talking about you, your business, and all your credentials. Focus on how you will improve THEIR business. Frame your conversations this way and you will be surprised at how quickly you establish deep and trusted relationships.
Conventional wisdom says relationships take time. What they really require is trust. Trust comes quickly when the client sees you are clearly aligned with THEIR goals (improve their business). Do this with actions rather than words and trust comes even faster.