When our customer has a problem, we have a problem. But for the attentive emerging business, helping the customer to resolve a crisis can be an opportunity to serve our customer, to deepen our association and our customer's dependence upon us. This is an opportunity to roll up our sleeves and become a part of the crisis team. This is an opportunity to build a new camaraderie. The forge of crisis so often produces the strongest alliances.
Extraordinary times yield extraordinary friends.
Sweat the details. The emerging business is uniquely well- positioned to be aware of and to respond swiftly to customer needs, problems, and dissatisfactions. We are to be constantly alert, involved and inquisitive about every aspect of our customer's business. It offers a critical competitive advantage not readily available to the Fortune 500 corporation.