The Relationship Advantage

The Relationship Advantage: Become a Trusted Advisor and Create Clients for Life Publisher: Kaplan Business | ISBN: 0793170265 | edition 2003 | CHM | 272 pages | 1 mb Corporations, it seems, are always seeking the ""silver bullet"" that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants, Tom Stevenson and Sam Barcus. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective. For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques, including:

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