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?"
Members-Only Premium Content 
Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
- Free Webinars: Access all recorded webinars (full members attend all live webinars free).
- Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
- Research and Reports: Receive 20% off all research and benchmark reports.
- 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
- Exclusive Premium Content: Access members-only interviews, templates, and case studies.
Already a Member? Sign in below:
(Note: Do not press the "Enter" key. Instead, click the "Login" button with your mouse to sign in.)
