Norman Bowley
JD, LLM
ON, CANADAI finished high school at sixteen, a quiet and intellectual country kid. One year later I had finished teacher training and was thrown to the wolves in the form of the toughest gang of non-academic army brats who ever were forced to sit in a classroom.
Ten years after that I cashed in all my chips and went off to law school, graduating Cum Laude with a handful of prizes, and again was thrown to the wolves-- this time in the form of the imploding economy of 1981.
Thirty-seven years later, most of it including hands-on management of the firm, I retired to collect my thoughts about professional life, what worked, and what didn't. Here is what I've distilled, both from my own experience and from having observed hundreds of clients who were professionals:
The Alignment Doctrine: When the professional's unique giftings and the client's unique wants and needs are in perfect alignment, magic happens.
The Client Code: your success or failure as a professional is determined at least as much by your clients as by you. Learning to find, manage, triage and cultivate your best clients is key to both financial success and professional enjoyment.
The Harmony Principle: the highly successful professional firm is built around the Alignment Doctrine, the Client Code, and the ideal professionals to deliver the service. When the right people are assembled to serve the right clients, the magic that happens in terms of money, reputation, and satisfaction is marvellous.
I finished high school at sixteen, a quiet and intellectual country kid. One year later I had finished teacher training and was thrown to the wolves in the form of the toughest gang of non-academic army brats who ever were forced to sit in a classroom.
Ten years after that I cashed in all my chips and went off to law school, graduating Cum Laude with a handful of prizes, and again was thrown to the wolves-- this time in the form of the imploding economy of 1981.
Thirty-seven years later, most of it including hands-on management of the firm, I retired to collect my thoughts about professional life, what worked, and what didn't. Here is what I've distilled, both from my own experience and from having observed hundreds of clients who were professionals:
The Alignment Doctrine: When the professional's unique giftings and the client's unique wants and needs are in perfect alignment, magic happens.
The Client Code: your success or failure as a professional is determined at least as much by your clients as by you. Learning to find, manage, triage and cultivate your best clients is key to both financial success and professional enjoyment.
The Harmony Principle: the highly successful professional firm is built around the Alignment Doctrine, the Client Code, and the ideal professionals to deliver the service. When the right people are assembled to serve the right clients, the magic that happens in terms of money, reputation, and satisfaction is marvellous.
The Alignment Doctrine
The Alignment Doctrine teaches that every professional has a unique gifting, that every client has unique needs and wants, and that when these are in perfect alignment, magic happens.
Perfect alignment means, for the clent,...
The Client Code
The key is understanding which clients, with which wants and needs, are your ideal client. This requires some understanding of the Alignment Doctrine.
We investigate how to determine your ideal client and how to "grade" your client base. Who do you cultivate, who do you fire? How do you and staff constantly monitor the quality of each client? How do you build the ideal...
The Harmony Principle
All too often teams are built on the fly and in a reactionary fashion, responding to a momentary need for a skill set, a fad, to fill an empty office, or respond to a flattering opportunity. And then they don't work, because they were never meant to be. And...
Did the Earth Just Move? How to profit from change.
Surveying examples in history, nature and technology, we see that change is inevitable, but invariably creates opportunity for the nimble and the creative.
This is not only an upbeat message of encouragement, but a pragmatic look at the art of making lemonade when you're handed lemons.
This message can be...
The Eight Keys of Trust-- what you need to know if you want your message to be accepted
This message can be delivered as keynote or breakout, but is also perfect in webinar, seminar, training or coaching settings.
The Art and Science of Referral-- how to grow your business, your reputation and your expertise.
The problem is that the ecology of referrals is a very delicate one and the management of referrals received and sent is very sensitive.
Join us as we look at the etiquette of referral in,...
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