Relationship Building

New Customer Relationship Management

New Customer Relationship Management

Start Small Always start a new customer relationship with the smallest project possible. Here is a cautionary tale. A former client firm of mine, which I’ll call Ajaz Systems, had uncovered the single largest sales opportunity in their history. They usually sold...

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How To Build Lasting Customer Relationships

How To Build Lasting Customer Relationships

Relationships with customers are like my relationship with Riley, my Golden Retriever. Like any good golden retriever, my buddy Riley is serenely uncomplicated and ecumenical with his affections. He loves anybody who plies him with kibble twice a day, patiently tosses him his ball, consents to be dragged along on the high-speed outings we still call walks, and tells […]

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