310: Sales and Client Relationships
May 13, 2016•7 min
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Episode description
A very common strategy for a management consulting firm to displace an incumbent and serve a client is to show an problem / insight / opportunity that the client has not realized before. Unfortunately, this does not work that well in building client relationships and driving sales. In fact, a brilliant insight by itself may even lead to more work for the competition.
In this podcast, and related article, we discuss this issue and address how to fix it.
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