Databases don't build relationships

by Linda Julian

Managing information effectively and capturing data connected with client relationships is necessary.

Selling high value professional services today takes more than socialising with the right people, slapping backs, and depending on well-worn connections. Databases, systems, and websites have an important role, but they don't build relationships: people do.

Clients want relationships with professionals who:

• are smart and capable

• connect, relate, and develop strong rapport

• have (or quickly develop) genuine insights into their world and its challenges

• are dependable, don't let them down, and are "there for them"

• take genuine interest

• treat them as individuals

• work easily and collaboratively with them

• exude a strong sense that they care far more about doing a great job than making a billing target

• are authentic, real, trustworthy people who take the time to listen, understand, and then hop to it

Investing in technology and data is great, but don't overlook investing in building relationships. Start with the list above to build solid relationships -- you'll build business at the same time.

* Linda Julian is at www.julianmidwinter.com.au