CHAPTER

4

Destiny is no matter of chance. It is a matter of choice. It is not a thing to be waited for; it is a thing to be achieved.

—William Jennings Bryan

Building Relationships

Sponsors expect project managers to achieve results. Project managers expect upper manager support. Clients expect value added from service providers. Providers need to be seen as leaders in front of customers. You have to know the value systems of executives in the client organization if you want to impress them. A wise approach is always to “seek first to understand.” Find out what their goals are. Find out their communication style. Find out what issues or problems they are dealing with, and help them find solutions. Expectations are rampant in every field ...

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