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Building High Performance Business Relationships: Rescue, Improve, and Transform Your Most Valuable Assets by Tony Lendrum

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Chapter 4: Key Components

The devil hides in the details — prowling for gaps, inconsistencies, loopholes, misinformation and mistrust, all to make mischief with. We need to meet the devil head on and get the components right, develop trust and build a sustainable platform for delivering high performance. In managing the details, high performance relationships need to go beyond the simple sales pitch, the time-tested ritual of offer and acceptance, and often drawn-out, detailed negotiations. To survive, endure and grow beyond the initial product and service offering and to avoid over-promising and under-delivering we need to implement and manage details or components. Even for traditional Type 3 Trading, Type 4 Transactional and Type 5 Basic ...

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