How do you grow a fruitful "relationship” with your "clients”? We all know the criticality of good client relationships for both current engagements and future prospects. In fact, most of our business comes from repeat customers and referrals. And we know that just doing fully professional work isn’t enough to develop the kinds of relationships that maximize our work’s 

benefit and most satisfy clients. 

This is so widely acknowledged that reams of articles and many books have been written on achieving the "trusted advisor” status David Maister uses to characterize our goal: instilling such confidence and occupying so much mind space that clients automatically think of us for help and refer us to their peers. Unfortunately, this codified guidance is just too complex and detailed to guide us day-to­-day. Is there a better way? Aren’t there simpler mental models to help us avoid pitfalls and maximize benefits for both sides?  

At our April 12 program, Dr. John Glennie will help us find some principles for managing our client relationships for current results as well as long-term successthat maximize mutual benefit. We can look for bright idea on issues like:

Our April 12 speaker, Dr. John R. Glennie, will discuss his perspectives and recommendations about client management based on his experience as a management / economic consultant for three decades, during which time his clients included corporations, governments, law firms and academic and training organizations. Dr. Glennie has served numerous clients in the US and abroad, in SE Asia, China, Central Europe and Egypt. He founded a highly successful consulting firm with offices in DC and NYC and has been a principal in global and publicly traded consulting organizations. 

Dr. Glennie is former Chair of Argosy University’s Business School and also a former member of our NCR chapter Board of Directors. He was largely responsible for developing a special relationship between Argosy and IMC NCR. While maintaining an active consulting practice (much of it international), he has also taught other distinguished universities including George Washington University, Georgetown and Troy University.           

John’s entire career has combined active consulting with academic work and given him "a foot in both camps”. By systematically mixing consulting with academic work, he has ensured that his teaching is solidly grounded in experience, and that his consulting incorporates the best current knowledge of business management and consulting techniques.