Tag archive for long-term relationships

The bar for successful business relationships continues to get higher

The bar for successful business relationships continues to get higher

One of the fascinations of working with clients and agencies (more broadly, service buyers and service providers) to improve the performance of their business relationships comes from how and where to draw the line between a personal and professional liaison. Clearly, in strong relationships, connections are…

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To be effective leaders, senior marketers must perfect the marketing of marketing

To be effective leaders, senior marketers must perfect the marketing of marketing

I have been asked to speak at an event for which the main topic of debate will be a current favourite within the marketing community, namely why can senior marketers struggle to exert influence among their fellow leaders internally and with experts in professional services externally….

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UK General Election verdict. It was relationship behaviour wot won it

UK General Election verdict. It was relationship behaviour wot won it

On Saturday 11th April, 1992 the notorious headline ‘It’s The Sun Wot Won It’ ran in said newspaper, trumpeting its role in an unexpected Conservative General Election victory. Friday 9th June, 2017 saw another unexpected General Election result; a Conservative victory, but only just. If ever…

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Relationship behaviour – for agencies, one of the two pillars of trusted advisor status

Relationship behaviour – for agencies, one of the two pillars of trusted advisor status

In last month’s blog I wrote about the importance of understanding client needs in determining the success of a service business. The essential companion to spending quality time in your clients’ shoes is relationship behaviour, the ability to establish rapport, maintain trust and credibly behave…

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For agencies, what does understanding your clients’ needs really mean?

For agencies, what does understanding your clients’ needs really mean?

There are two key drivers of success in a service business, in my view – understanding client needs and relationship behaviour. Both appear straightforward, perhaps obvious, but their simplicity is deceptive. They are difficult to execute well and, as the world becomes ever more complex,…

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10 business relationship trends for 2017

10 business relationship trends for 2017

It’s that time again. The futurologists, both permanent and those drafted in to handle the seasonal spike, are in full flow.  What’s going to happen in the year ahead? What will be the defining trends? Having just emerged, blinking, from the extraordinary year that was…

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