Top Highlights

• Using collaboration technologies, they draw new ideas for improving the client’s business from their project teams on a monthly basis, filter and develop them, and then present them to senior management each quarter.
• the firm’s relationship must develop from a single point of contact and a single service to multiple contacts and a broad range of services. These two dimensions are shown in Figure 1.1
• If you do a good job on the first engagement or transaction, you will probably be asked to do some follow-up work; and you may eventually end up managing a very large, multifaceted set of programs. Don’t kid yourself, however, you’re still in “request-for-proposal territory,” just as you were when you were a solitary expert for hire. At this point,...
• This is the ultimate goal: to be a trusted advisor to your client and to harness the full power of your organization to address a variety of client issues.
• I’ve made it clear how important Level 6 relationships are for the service provider. But what about the client? In the hundreds of interviews that I have conducted, client executives cite a variety of benefits to these long-term, institutional relationships, some of which include: • Impact: Often, it takes a significant concentration of resources f...