By Patrick J. McKenna and Ronald F. Pol
Whether we like it or not, we are going to be measured by our clients. The good news is that we can affect the measurement process - through good client management. However, if we take a passive approach, the stick against which we will be measured will be an exclusive creation of our client, and likely imposed upon us.
Client Management, It's Like Managing the Spokes of the Wagon Wheel
An analogy that might help provoke your thoughts is that of a wagon-wheel. Say you have 10 major clients to manage…
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