310: Sales and Client Relationships - a podcast by StrategyTraining.com & FirmsConsulting.com

from 2016-05-13T02:06:32

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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.

how to manage failure

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