The 3 Keys to Profitable Growth – The Prelude Do you remember back to the 80’s and the corporate raiders? The Michael Douglas portrayal of Gordon Gekko, made famous in the 1988 Oliver Stone movie “Wall Street”, was symbolic of the real life “Barbarians at the...
Is No News Ever Really Good News? We’ve all heard the rationale, “No news is good news.” Sometimes that’s true. If you don’t hear from the IRS, that might be a good thing. However, no news is seldom good news when it comes to client relationships. Our...
The Renewal Starts Today “No worries – we have a year and a half left on our contract”. Those words actually mean it’s T minus 548. While that may be the number of days you have left before contract expiration, it’s time to really get to...
A Handful of Reasons As a senior manager – how confident are you that you that you really understand the specific reasons behind lost clients? It’s really important that you do - because your responsibility is to develop an effective strategy for improving retention by leveraging...
The Theory of “Relative Power” (Part 2) Here’s how I learned about the theory of “Relative Power”. (If you recall, “Relative Power” is what you really want to have going for you in a negotiation. Negotiating mutual expectations, as the key drivers of value in a...
The Theory of “Relative Power” (Part 1) At Tenacity, we don’t teach negotiating skills. There are lots of companies out there that do though. That’s largely why we don’t. As you know, we do just this “one thing” (helping our clients keep the clients they’ve worked...
The 80 / 20 Rule & Client Retention I wonder sometimes if the 80/20 rule must be one of the natural laws. I know that it was Vilfredo Pareto, an Italian economist, and not Newton or Galileo that came up with it, but it’s amazing how...
People Don’t Care “People don’t care how much you know about them – if – they know how much you care about them.” I don’t remember who actually said that, in order to attribute the quote – maybe Harvey MacKay, but at Tenacity, we believe this...
Like a Spider Tenacity’s Founding Partner, John Gamble, is probably the most creative – out of the box - thinker I know. Who else would tune in to the Discovery Channel to watch a documentary on a gigantic and morbidly frightening spider, dwelling deep in the...
So How Can You Ever Lose Them? PostMortem Auditssm (PMA’s) are one of our least favorite things to do at Tenacity, yet they are arguably the most valuable service we provide to our clients. The PMA involves a Tenacity interviewer meeting individually and face-to face with...