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Client Relationship Management:
Good Clients Gone Bad Approaches For When Clients Drain Profits

By Joan Capelin

Do not work with clients who don't want you to make a profit. It sounds simple enough, but we've all found ourselves facing an attractive prospect that turns out to be an ugly client. It is important that we understand what to do upon encountering such a client and how to manage the client relationship.

A few years ago, Dick Ostop of Newfield Construction in Connecticut weighed in on the topic of what constitutes a good or a bad client. I had set up a conference program on client relationship management and retention. During his cameo appearance, Dick explained his philosophy...

Approaches to Client Relationship Management with Difficult Clients

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