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September 28, 2010


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Thanks for these comments/input. I liked the idea of the client focus, Sam - looking for opportunity as well as setting goals. It triggered me to do a sort of concept map to see where the two approaches collided, that makes planning next steps easier. As an 'ideas' person it is that narrowing down to what should be done NOW that I sometimes struggle with!

Sam Howley

The W.H. Murray quote is a killer!

Here is another one I like :

"The heights by great men reached and kept were not attained by sudden flight, but they, while their companions slept, were toiling upward through the night"

- Henry Wadsworth Longfellow

One thing I did notice is that the list of questions is focused on the business operator.

In some situations asking questions focused on the client can be more motivational. Especially for business operators who are naturally not introspective, they might not want to think about what their aims are but may be excited by the suggestion of opportunity.


What is the most valuable thing your clients need that you don't currently provide.

What sort of clients are you currently not reaching that you might be able to with a slightly modified service ?

What is the fastest growing segment of your client market ?



This is so true. I think that so many people get stuck on security that they forget that if they are not changing and moving forward, they are actually moving backwards. I found that when I had defined my goals, it got so much easier to move forward.

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