Читать книгу Never Say Sell - Tom McMakin - Страница 44

The fifth opportunity for growth within a client is to EVOLVE – or, do work for our current buyer that is work we and our firm have never done before. With this opportunity, we are presented the new challenge of trying to win work for which we have no case studies showing our success – neither inside nor outside of that client. Of course, we know we are capable of doing this new work based on our team's competencies, but we haven't done this specific kind of work before. This requires maximum trust from our client, and enough earned credibility that they believe we're capable of doing the work, even if we've never done it before.