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Architecture & Engineering


Tuminello The Client Coach
How to build strong business relationships
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December 8, 2010

The Client Coach: A/E/C firms: Are you a partner or a vendor?

By Randy Tuminello
Special to the Journal

Imagine you and a client are standing together on one side of an immense field. Your client has done his homework and knows that on the other side there is a vast deposit of precious metals of unspeakable value. He's desperate to cross over but there's a problem. The field is laced with land mines. Without proper strategy and guidance, the odds of making it across that field without getting a leg blown off are one in five.

You are an expert in land mine mitigation. You have the skills and tools to maneuver through the minefield and lead your client safely to the other side. And because of your experience, you can get him to his goal — all in one piece — in just one hour.


 
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