“Chase relationships, not work” is a direct quote from a Lendingham Chalmers LLP. attorney. She recognizes that a large percent of new work comes from clients and referrals, some say as much as 50% per year. So build away!
You may ask what are the basic elements of building and keeping a relationship?
* Understand their business;
* Who are their top competitors?
* What new products or services are in development?
*Are there internal pressures your client must overcome?
*Think business value — their value needed.
So beyond knowing a birthday, their kids sports, their favorite vacation spot, build the business relationship with knowledge of their business – it is key to them. For more, read Own the Zone, available on our website.