Recording - 5 Assessments Clients Use to Choose Who They Work with.

If you registered for the session on February 20th, but weren’t able to attend or you want to review, watch the recording above.

When you’re done, there’s a little more for you below.


Average new business win rate across industries is 21%.

Hubspot 2023 Sales Survey

If that’s familiar, that means that 79% of prospects are saying the offer isn’t relevant to them. And those who are, are taking longer to decide.

Business development professionals who are committed to going beyond average and exceeding their annual revenue and income commitments (and previous bests), are choosing The Client School to help them differentiate themselves from everyone else. 

Previously this program was only offered to larger corporations with teams of 40 or more business development people.  Now, we’re expanding and offering it to everyone who holds a revenue promise to themselves or their employer. 

The learning we’re offering is focused on serving vs. conventionally selling clients during the business development process. You’ll learn to use a rare and unconventional skillset to court prospects and clients that clients say they prefer.

The inspiration for this approach comes from input from thousands of clients on how they long to be treated in the business development process, but almost never are, by any provider. 

By adopting this learning and authentically using it to serve your prospects, you’ll be assessed as rare and your prospects will prefer you over others. Reaching an agreement to work with them will come more easily and sooner – and without “closing” them. New relationships will increase, and your revenue growth goals will be more likely met.

If this resonates with your ambitions for 2024, you can schedule a call to see if this program is a good fit for you. 

PLUS, you’ll get a complimentary assessment (on the call) of over 30 skills to see where you excel and where you have opportunities to stand out for your clients.

Still have questions? Here’s some context.

We teach and coach people to become experts on their clients. As part of this process, Duane Spivey and Gary Mitchiner (co-founders of The Client School) have interviewed thousands of clients over the years, of all types, across industries, sectors, geography, and size. 

The topic we always listen for is, “what is it like to be a client shopping for and choosing outside help – for health care, financial services, marketing, education, architecture, engineering, management consulting, advisory, and many other kinds of firms”. 


Here’s what clients tell us:

“It’s harder now than ever before to choose which outside firm to trust with our future.”

They continue, “It’s hard because we do a good job of creating a short list of firms – any one of which looks good to us on paper. When we meet them though, they tend to blend together with little to no discernible differentiation. They all have strong people, solid reputations, relevant products and services, mature processes, satisfied customers, and market competitive pricing. Hence . . . hard to choose.”

Us: “So how do you choose who to trust with your future?”

Clients: “All things being pretty comparable, we choose the firm that we believe has come to understand us the best – the firm who took the time to express interest in us; the one who was curious about us, who wanted to learn about our values, the context for our search (why shop, why now), the quantitative and qualitative results we want to achieve, how we want to achieve them, etc. 

Us:  “Great – how often do you see a firm that does that? 

Clients: “Almost never.”  

Us: “Why is that?” 

Clients: “Because they all want us to get to know them . . . so they spend most of their time with us talking about themselves. And most are pitching us – trying to convince and persuade us to choose them – normal but not differentiating and not appealing. 

Us: But isn’t that what you asked them to do – present their capabilities . . . to pitch you?” 

Clients: ‘Yes, but it doesn’t mean they have to all fall into a stereotype — there’s a way of being with us that’s not all about them pitching us.”

So, What will I Learn in the Program?

  • 7-month program starting in April (date to be confirmed).
  • Fifteen 75-minute Skill Modules facilitated through virtual group sessions.
  • Two 1:1 coaching sessions each month to get personalized support in your actual conversations (for a total of 14 sessions).
  • Group is limited to 14 people.


While you will be learning and using these skills, the focus will be on the measurable outcomes that you’re after in 2024. The ones you say are most meaningful for the future you care about. Our commitment is to help you produce those results by learning these uncommon skills.

What’s next? 

Start by requesting a conversation to have your questions answered, assess if this is a fit, and if it is, secure your spot for the March program. 

Or you can get started by applying today.

This isn’t for everyone because it requires practice. If you get that and you see uncommon skills as a way to stand out as the option of choice, let’s chat.