Chapter 10
Developing long-term client relationships
Chapter 5 introduced the engagement process, which focuses on individual engagements – single consulting projects with starts and ends. Another way to look at consulting comes by considering the relationships between consultants and their clients. Engagements come and go, whereas a relationship can continue for the whole of a consultant’s career. Relationships are essential to client-centric consulting. Without a relationship you will never fully understand the client’s issues and needs. With a relationship you can truly engage clients.
Many people entering the consulting profession are surprised by quite how much consultants talk about and value relationships. Yet consultants rarely discuss ...
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