14 November 2006

If I had a £1 ...

... for every client that began their conversation with us by describing how successful that they are and how much they are willing to invest in further success - I'm in no doubt, I would be a rich man.

Very often these conversations are what a good Russian friend of mine would classify as 'bar talk'. The initial conversation is an opportunity for the client to create an impression of themselves and their organisation - it isn't regarded as being factual in the sense of a sworn statement.

That positioning creates a delay in negotiating the final relationship. If you don't understand their situation in detail, it is inevitable that you will propose the wrong solution and an inappropriate sharing of activities. As we all know, a successful project requires very honest communication from an early stage to be successful.

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