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Relationship Breakthroughs (No. 6): Get Clear Feedback

IBM has historically been a large vendor to this company. Some years ago, the CEO of IBM, Sam Palmisano, calls up my client’s CEO and suggests they get together to talk about their relationship. They set a date in a week’s time. The CEO then calls his executive who manages the IBM relationship and asks how they were doing. The relationship manager telephones his counterpart at IBM—repeatedly—over the course of a week. He wants to discuss things with him. He never gets a returned phone call. Nothing.

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Relationship Breakthroughs (No. 7): Focus

You have to focus if you want to be more than an arms-length vendor to your clients. This means favoring some clients and prospects over others with more of your time and attention. That may not seem fair, but it’s best for both you and your clients.

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What biases interfere with your listening?

One of the barriers to good listening is bias and prejudice. Stated positively, good listeners tend to have strong self-knowledge and awareness.

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