FIRST PHASE
Identify Strategic Opportunities
This section includes the following chapters:
CHAPTER 3: BUILD CLIENT PARTNERSHIPS
Partnerships with clients need to be based on access, credibility, and trust. This chapter provides techniques for deepening client relationships through these three characteristics.
CHAPTER 4: IDENTIFY STRATEGIC OPPORTUNITIES REACTIVELY
When a client calls with a request to implement a specific solution, you must reframe the request so that the business and performance results the client seeks, not the solutions that were suggested, are the focus of the discussion. Techniques for reframing are discussed in this chapter. ...
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