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‘U’ Is For Understanding Your Clients

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Sometimes I think that in our efforts to continually feed our pipeline and chase new business it can be easy to miss out what is already under our nose. Now don’t get me wrong, I’m not saying that this isn’t important, of course it is, and your business needs this to be successful year after year.

But what about the clients you already have? You already have a relationship with them. They already like you, know and trust you. You are already half way there to your next piece of work.

So, spend some time thinking about your clients. Who are they? When did you last speak to them? What strategies do you use for continually building and maintaining a relationship with them? Do you stay in regular contact or only think about them in your quiet times when you are not delivering training?

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