The following is excerpted from Chapter 8: "The Role of the Consultant" in William's new book, 90 Days to Success in Consulting.
Life is short. Those who come into our circle should be treated as special. Call it fate or whatever, but by some stroke of coincidence, various people became your clients, vendor contacts, associates or high-value prospects. Don't lose that by becoming complacent in the relationship. The relationship and the delivery turn the prospect into a client and the client into a repeat client.
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