By John Doerr, Contributing Editor
Some of my most pleasant memories as a child are of playing with wood building blocks. Once I mastered the basics of stacking one block on another, my goal was always to build as high as I possibly could. Being the quick learner that I am, I soon discovered that the stronger the foundation, the higher each stage of my skyscraper could be. Sacrificing width for height (I only had so many blocks) would result in skyscraper collapse.
The same building-block rules apply to selling services: the stronger and broader the foundation of the relationship, the higher and sturdier your business development success. The question then becomes, "How do we build this foundation?"
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