Establish Accountability - Stretch your client awareness
Have you done anything this month to stretch your client awareness? If not, why not? How many times, as a customer, have you felt let down or unappreciated by an account management team? Your customers’ challenges can easily translate into business for you, but this cannot happen unless you are aware of the challenges. Yes, this relates back to listening again, but you need to be proactive with your customers. Simply waiting for them to toss you some business will not be a sustainable model moving forward. Stretching your awareness can be as simple as taking them out to coffee and asking them what is broken, or as complex as partnering with them as they model new business practices, with you leading them through the change. But like with most stretching exercises that have long term benefits, most people do not relish leaving their comfort zones for the sake of being stretched. So place this as a goal, to do at least one thing monthly that makes you more aware of your client and their needs. Even if it is just using their computer systems for 10-15 minutes, take action.
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