"Fat Smoker Principles: Build Relationship Plans Not Sales Plans"

By David Maister: Virtually every company I meet says they have a strategy of growing their key relationships.

However, whenever I ask to see the plans of what they intend to do to build these relationships, it becomes immediately clear that what they have is a sales plan, not a relationship plan.

Read complete post Fat Smoker Principles: Build Relationship Plans Not Sales Plans
Source: Passion, People and Principles, 25 July 2007. © 2001-2007 All Rights Reserved David Maister.