So today, building relationships may even be more important than completing a project on time and exceeding the results that were expected. After all, meeting a deadline is something that is expected whenever a contract is inked. Meeting a price is expected, too, because there generally are penalty clauses to guarantee it. In fact, a good relationship can sometimes lead a client to overlook failings like blown deadlines or ballooning prices. Some recommendations The lessons she offers on how to reduce churn are not necessarily just for consultants.
Nothing works quite as well as a handwritten note or personal card.
Encourage clients to call at any time and leave them your numbers in a punchout card that fits a traditional Rolodex file. Despite the unrelenting force of high technology in most executives' lives, nobody has yet abandoned the Rolodex. Count on that. Think of your best clients daily and how you can bump their top line by suggesting key executives for positions on industry boards or panels. Don't be afraid to ask them for help.