Focus on Getting the Customer Results
Sometimes we get so involved in the process that we fail to pay attention to results. You must have a clear understanding of the results that the customer is trying to achieve and focus on these same objectives. Remember, you will ultimately be judged on how you contributed to the end result. The process of getting there is important only because it supports obtaining these results. You need to make sure that everything you do for the customer is truly supportive of their desired results. If not, you run the risk of damaging your relationship and losing their business.
What are the customer’s results that you are supporting by the product or service you provide?
How well are you supporting the ...
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