If you’re anything like me, you had a mom who insisted that you send a hand-written thank you note any time you received a gift. Oh how I dreaded sitting down to crank one of those out. It was, simply put, a chore.

I’ve been writing lately about recent insights from being on the buyer side of the sales process, including what I learned from Firm #1 about how not to begin a client call, and from Firm #2 about my own bad presentation habits.

As I mentioned last Tuesday, my co-author Charlie Green and I are learning a lot about the sales process from being on the buyer side right now.

My co-author Charlie Green and I are knee-deep in the selection process. We’re hiring a production company to help us add to our suite of offerings. Wow, has it been interesting to be on the other side of the fence—the ones being sold to, instead of the ones doing the selling.

I’m once again beating the “trust is personal” drum.