A customer comes to a salesperson and says “Go get me that.” A client comes to a professional and says “Help me, I’m out of my depth!” There are two fundamental business models around which you can organize your practice: A professional model or a sales model.

We have operated as salespeople throughout most of our history, both structurally and interpersonally. This is the greatest impediment to your ability to control, execute and grow your practice. Many of the sales model’s key components run counter to a successful professional practice.

Please review 7 Keys to Building a Professional Practice, and explore the additional content and resources in this series.