Change How You Generate Business and You Will Never Look Back

Not every firm will be great, but any firm can be.
It’s your choice.

January 20, 2021
The Client Question You Should NOT Answer and Why

An investment advisor took a piece of lunchtime advice from me, and closed a $10 million client. A few days later news of a Stanford study on negotiation landed in my inbox echoing the same themes.

Read More
January 19, 2021
"What Will It Cost?" The Question Professionals Dread

"What will it cost?" is the question lawyers, consultants, and financial professionals dread the most.  Here's an approach that will help you close more business at higher rates.

The first thing you must do is break the bond between billable hours and impact on the client's business. (You can still charge by the hour if you wish.)

Read More
November 20, 2020
Win More Business, Faster. Be a GREAT Choice.

Stop trying to be the Best Choice. Its a trap.Intangible services come with too many uncertainties. Clients always wonder if there's not an even better choice. Instead, be a Great Choice.

Read More
November 13, 2020
Reverse-Engineer You Way to Revenue and Profits

All good firms have some Best Clients (the ones you would clone if you could). Great Firms have mostly Best Clients. Attracting more of your Best Clients is essential for becoming a Great Firm. The challenge is knowing why your Best Clients choose you and will go nowhere else. Your Best Clients have the answers […]

Read More
October 13, 2020
Mini-Discussion with Karl Pontau

Karl Pontau interviews Bruce La Fetra about why clients want you to stop talking about YOU and why the conventional wisdom that relationships take time is wrong. Conveniently packaged into three 5 minute segments.

Read More
September 15, 2020
Big Idea #3: Focus Your Energy on Those Things Only You Can Do

There are 3 Big Ideas for reaching your firm's full potential. I discussed the first two recently.  Big Idea #1: Strategic vs. Opportunistic Business. Big Idea #2: See Your Firm the Way Clients See It Big Idea #3: Focus Your Energy on Those Things Only You Can Do This is good management advice but it's also […]

Read More
September 15, 2020
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 […]

Read More
September 15, 2020
Big Idea #1: Strategic vs. Opportunistic Business

Jim Collins says leaders manage differently when considering a 10+ yr time horizon vs. what is best right now. The challenge is maintaining a long-term outlook when leading a business day-to-day. Here's the first of 3 Big Ideas for reaching your firm's full potential. Big Idea #1: Strategic vs. Opportunistic Business A key, but often […]

Read More
September 11, 2020
Leverage the Clients You Have to Get More of the Clients You Want

Why did your best customers choose you? Unless you’re somehow the only option in your niche, chances are they had other options to choose from. So why you? Thanks Leo Manzione for interviewing me about how to attract more of your Best Clients. Check it out.

Read More
September 7, 2020
Why Should a New Client Choose YOU?

The COVID Era is widening the gap between Great firms and everyone else. Bruce La Fetra explains why the fastest and most certain path from good to Great isn't creating a unique "secret sauce"; it is understanding the one you already have. In this non-technical presentation, you will get immediately actionable tips for: more effective […]

Read More
Think Like Your Clients
Clients call Bruce La Fetra The Client Whisperer. He grows revenue and profits by reverse-engineering a firm's Best Client relationships. When you think like your Best Clients, you attract more of your Best Clients.
© 2021 Eastwood Strategy Advisors — All rights reserved
linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram