Tom Doescher – Page 13 – Doescher Advisors

About Tom Doescher

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Entries by Tom Doescher

Are the Best “Client Servers” the Best “Hunters”?

May 3, 2021/in Extraordinary Customer/Client Service/by Tom Doescher

I was with a client the other day and he was telling me about the tools he’s creating to help his professionals engage with their clients. These tools identify industry-type issues and knowledge that will help the client avoid increased costs and/or be more profitable. Don’t tell him, but while he was talking, I started […]

Is the Lack of Water Cooler Discussions Hurting Learning?

March 8, 2021/in Nuggets and Encouragement Regarding Strategy and Focus/by Tom Doescher

We’ve all had to deal with lots of change during the global pandemic. Actually, some of the changes are good. I may post a blog in the future sharing the positive changes in my life/routine. Anyway, I do have a concern about the loss of informal conversations that used to happen in the workplace — […]

Different Hunters are Better for Different Products or Services

February 15, 2021/in Extraordinary Customer/Client Service/by Tom Doescher

In my last post, I identified three traits that I’ve observed over the years in the best Hunters. As I was talking with Kat, a new sales rep, about Hunter Extraordinaire, it seemed that, in addition to the general characteristics of the best Hunters, a number of special and unique traits or knowledge would be […]

How Do You Find a Hunter?

February 3, 2021/in Extraordinary Customer/Client Service/by Tom Doescher

After publishing Hunter Extraordinaire, I wanted to test out my assumption that this “field manual” could be used to train new business development sales reps. To that end, I began a search to identify someone early in their career with whom I could work. I found Kat, and here are just a few of the characteristics […]

Winner of the 1978 Re-Recruiting World Cup

January 11, 2021/in Ideas to help you build a solid team/by Tom Doescher

When I say “I am a lucky guy,” I mean it. Recently I was reminded of a four-decade-old experience. I was a relatively new Plante Moran staff member when Barbara and I decided to sell our condo and begin our lake adventures. We had never sold a home before, so I went to my supervisor/mentor, […]