David Maister's Lessons I've Learned Podcast
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Lessons I've Learned is an ongoing series of podcasts by business author and management consultant David Maister. Maister is widely acknowledged as one of the world's leading authorities on the management of professional service firms. He has published five books, including the canonical management textbook, Managing The Professional Services Firm. His other books are True Professionalism, The Trusted Advisor, Practice What You Preach, and First Among Equals. His work has been translated into fourteen languages. This series of podcasts explores how to better build your business through marketing, client services, client relations, and selling. New episodes will be added on a weekly basis.
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Podcast Website:
http://davidmaister.com/podcasts/2/
Why Most Training is Useless - Chapter 10
david@davidmaister.com (David Maister)
Author: David Maister
Wed, May 07, 2008
E-book pdf summary of chapter 10
 Download File - 0.5 MB
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Why Most Training is Useless
david@davidmaister.com (David Maister)
Author: David Maister
Wed, May 07, 2008
Too often, companies look to training as a stand-alone solution for behavioral changes in their employees. However, training is a wonderful last step in a committed process towards a common goal, but an almost useless first step.
Download File - 14.2 MB
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Tyrants, Energizers and Cynics - Chapter 9
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Apr 23, 2008
E-book pdf summary of chapter 9.
Download File - 0.5 MB
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Tyrants, Energizers and Cynics
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Apr 23, 2008
With so many approaches an organization can take to management, only one of these approaches will, in the long run, produce enduring profitability and abundant business generation. Why are so few firms willing to invest the time?
Download File - 12.1 MB
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Doing It for the Money - Chapter 8
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Apr 09, 2008
E-book pdf summary of chapter 8.
Download File - 0.5 MB
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Doing It for the Money
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Apr 09, 2008
The basis for any successful marketing effort is the ability of the provider to convince the buyer that they are truly interested in them and are genuinely trying to help. This is however, rarely the focus of marketing discussions within any firm.
Download File - 13.1 MB
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The Friendship Strategy - Chapter 7
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Mar 26, 2008
E-book pdf summary of chapter 7.
Download File - 0.5 MB
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The Friendship Strategy
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Mar 26, 2008
Trusting relationships in business are built on the same formulae as trusting relationships in personal life. We will look into some of the cues one can take from personal life to enhance ones professional standing.
Download File - 14.4 MB
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Do You Really Want Relationships? - Chapter 6
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Mar 12, 2008
E-book pdf summary of chapter 6.
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Do You Really Want Relationships?
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Mar 12, 2008
The Fat Smoker Syndrome, the inability to do the things we know will help us accomplish our long-term goals, finds no better illustration than in the area of client relations. We will look into different types of client relations and relative merits of
Download File - 18.9 MB
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What's Our Deal? - Chapter 4
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Feb 27, 2008
E-book pdf summary of chapter 5.
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What's Our Deal?
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Feb 27, 2008
For any organization to achieve a unified, forward momentum, it must first have a solid set of rules and goals for its members to agree upon. We will discuss a number of integrating concepts aimed at getting all players on the same page.
Download File - 17.7 MB
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Are We In This Together?
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Feb 13, 2008
Firm-wide strategy often assumes firm-wide consensus. However, it is rarely the case that all players within any given firm are team oriented. We will discuss some of the widely held player preferences and prescribe alternatives in dealing with them.
Download File - 14.7 MB
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Are We In This Together? - Chapter 4
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Feb 06, 2008
E-book pdf summary of chapter 4.
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It's Not How Good You Are, But How Much You Want It - Chapter 3
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Jan 30, 2008
E-book pdf summary of chapter 3.
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It's Not How Good You Are, But How Much You Want It
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Jan 30, 2008
A career path is rarely a series of logical steps towards resulting in an ultimate goal, but is more often a series of experiments seen through by the drive and determination to find the next challenge. We will explore this principle in this podcast.
Download File - 11.6 MB
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Strategy Means Saying No - Chapter 2
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Jan 16, 2008
E-book pdf summary of chapter 2.
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Strategy Means Saying No
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Jan 16, 2008
One of the hardest things for a professional to do is to turn down work and everyone has an excuse as to why they shouldn’t. We will learn why the refusal of work that is contrary to your strategy is essential to building a distinguished and special
Download File - 11.9 MB
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Strategy and the Fat Smoker - Chapter 1
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Jan 02, 2008
E-book pdf summary of chapter 1.
Download File - 0.5 MB
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Strategy and the Fat Smoker
david@davidmaister.com (David Maister)
Author: David Maister
Wed, Jan 02, 2008
A strategy, like any other lifestyle altering decision, requires the discipline stick to the plan. Without this determination, most strategic planning is a complete waste of time. We will discuss the tools necessary to do what is obvious but not easy
Download File - 13.3 MB
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Summary Proverb
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Oct 22, 2007
We will close this series with a proverb that I use to conclude many of my seminars. It illustrates that what most businesses need, is not clarification on what is the right thing to do, but the courage to not give in to short term gratification.
Download File - 1.9 MB
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Earning a Relationsip
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Oct 08, 2007
Everything in we want in life must be given to us by another human being. This being the case, a key question in the early stages of a relationship is, how do you get another human being to want to give these things to you?
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Dynamos
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Sep 24, 2007
Professionals at any given time can be one of three things: dynamos, cruisers or losers. What are the percentages in your organization and how will you as a manager motivate and excite in order help under-performers and create dynamos?
Download File - 7.4 MB
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Think of Work
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Sep 10, 2007
Marketing services that excite you to clients that you are interested in brings the odds of winning business significantly higher. However, this appears to be the route less taken in most professional lives. The question is, is this acceptable?
Download File - 6.9 MB
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Getting Hired by New Clients
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Aug 27, 2007
sides of the fence. We will discuss how to thwart this cycle at the root by demonstrating your capabilities first and building a reputation as a trustworthy provider.
Download File - 10.7 MB
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Experts vs. Advisors
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Aug 13, 2007
In the marketing of professional services, you can come across in one of two ways to the buyer. You are either interested in them, or you are interested in their cash. We will show why the former is the key to successful business marketing.
Download File - 3.4 MB
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Marketing To Existing Clients
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Jul 30, 2007
Most professional organizations spend the overwhelming majority of their non-billable, business generating hours on chasing new clients even though it has the least probable R.O.I. We will examine the alternatives and their relative effectiveness.
Download File - 12.8 MB
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Rules of Relationships
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Jul 23, 2007
There is far more to building a relationship than the point of any given conversation and there is no “going through the motions” or baseline communications. Learn two of the most important aspects of communication in relationships.
Download File - 3.2 MB
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Romance and Sincerity
david@davidmaister.com (David Maister)
Author: David Maister
Mon, Jul 16, 2007
In business development it is too often the case that professional strive for the transaction in the short term and neglect the essential foundations for building a lasting business relationship. We will discuss two distinct mindsets for coming to mark
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