The client is king, writes Shirley Anne Fortina in Business Development: Strategic Client Relationship Management, but that king can be fickle. That’s why your number one BD activity should be managing those relationships:
The better you know your clients, the better the relationship – and therefore the less chance your clients will look elsewhere.
Fortina goes on to provide you with a series of questions that can help you get to know your clients – and your relationship with them – a little better. Read the post. Then call your client.
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