It Really Is All About Relationships!

In a professional services environment, relationships matter. Firms that are known and trusted by clients are often the firms that get the work. Firms are typically in it for the long haul – they don’t want to do only one project with a client, they want to do many projects over time. When you build a relationship with a client, you develop a level of trust. You create value for your organization that your client wants and needs. You want to become a trusted resource for your client. You want to be the one your client turns to in a crisis or emergency and relationships are at the heart of that trust. The seller/doer model works very effectively in many professional services markets. C

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