By Charles H. Green, Contributing Editor
Do you remember the TV ad that showed a young man proposing to his beloved – by use of a PowerPoint slide deck extolling his own virtues?
Did you ever work for someone who asked his (rarely her) secretary to remind him of his wife's favorite flowers, and the occasions on which they should be sent?
Did you ever learn something – then learn it again, as if for the first time, because you were going to have to teach it to someone else?
Then you have some sense of the difference between true client focus, and client focus lite.
The B2B world – and particularly the professional services world – is loaded with tempting come-ons and how-tos about client focus. Beware. You are often buying CFL (Client Focus Lite), not CFR – Client Focus Right. Worse yet, you may be passing it on in your own business development and client relationships practices.
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