Who do you want to impress?

It’s a question I often ask my clients. The answers are illuminating.

If you want to impress your peers, you work hard to gain favorable professional press. Yet, what you create may not be functional for the people who use your creation. For example, modern architecture often feels off: It’s made to impress other architects.

On the other hand, if you want to impress your clients, your focus and attitude will be very different. The best heart surgeons couldn’t care less about the opinion of their peers: Their success is determined by how many lives they are able to save. Peer accolades are just the icing on the cake.

Are you in love with your clients, or are you in love with your ego?

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