If you provide services in an industry in which working on-site (as opposed to just stopping in for a meeting) is possible, by all means do it.
Working on-site is the new-millennium answer to building meaningful relationships. It lets you “inside the kingdom.” You’ll get invited to meetings. You’ll learn what your client is trying to achieve firsthand. You find out who’s doing what for whom. Best of all, you’ll meet everyone in your client organization—the first step in building a relationship. By working on-site, eventually you become an extension of the client’s team. You see all the moving pieces, not just those that touch your business. Your ability to add value rises exponentially.
On-site servicing has become a ...
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