Guerrilla Intelligence Are You in the Loop

You won't win every project from existing clients, nor will you be qualified to submit proposals on all work. It may seem obvious, but many consultants don't strive to build the relationships with clients that keep them informed about:

What's going on in the client's organization. The people involved.

What you can do to help, even if that means steering the client to a competing firm to handle the work.

If you find yourself out of the loop, your client relationship balance sheet needs fixing.

want decision makers to know the extent of your firm's capabilities and to call you whenever a new need arises. Or at least, ask your opinion about the consultants they should consider if the project is outside your area of expertise.

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