You can never be truly effective with a client if you do not have a solid understanding of your product portfolio and the full capabilities of your company. There is no shortcut or workaround on this one. Clients want their problems solved as fast and painlessly as possible. Your ability to supply a solution is critical. A superficial understanding of your products and their range of capabilities simply isn’t good enough. For example, when a client says, “Here is where I need your help. Is this something that you do?” You can’t answer, “I’m not sure. I’ll get back to you.” Why? Because the client will surely assume that even if you do offer a service that can help solve that particular problem, it must not be core ...
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