They're buying your groceries
It's no secret that successful business is about people not just product solutions. Often the best business solution places second to the best client relationship, and often the real reason projects stumble is more about relationship issues than technical competence. Yet for the most part, firms don’t properly focus on the issues involved in collaborative client relationships, sticking to a traditional technical approach in winning work and managing the job when it’s won. I'm not saying the technical focus is not important – it is still crucial- but it is not enough, we need a client relationship focus too. That means building a process that takes the gamble out of relationships, and this means taking two important steps. Making a commitment to client relationships as a business focus is the first step. Client relationships must sit alongside other key factors like utilisation, building shareholder value and having the best people. It gets tough sometimes and when it does consider this - every dollar you get paid comes from clients - they buy your groceries and pay your mortgage.
