310: Sales and Client Relationships

A very common strategy for a management consulting firm to displace an incumbent and serve a client is to show an problem / insight / opportunity that the client has not realized before. Unfortunately, this does not work that well in building client relationships and driving sales. In fact, a brilliant insight by itself may even lead to more work for the competition. In this podcast, and related article, we discuss this issue and address how to fix it. SIGN UP FOR EMAIL UPDATES HERE & RECEIVE FREE CASE INTERVIEW TRAINING COME HANG OUT WITH US: Facebook / Twitter / LinkedIn FOR MORE DETAILS ON HOW TO PREPARE FOR CASE INTERVIEWS OR ON HOW TO CONDUCT STRATEGY, OPERATIONS OR IMPLEMENTATION CONSULTING STUDIES REFER TO THE FIRMSCONSULTING ORIGINAL TRAINING PROGRAMS.