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Architecture & Engineering


Tuminello The Client Coach
How to build strong business relationships
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June 23, 2004

The Client Coach: Use the power of polite persistence

By RANDY TUMINELLO
Special to the Journal

Last week my wife beat me in a game of chess. Not that her winning was in any way unusual. Actually, she's been beating me quite regularly these days -- in chess that is! It's just the way she did it this time that makes it significant.

In this particular game I had the upper hand from the very beginning. In fact, I had twice as many pieces on my side of the board than she did -- and we're just talking about her pieces! It got so bad at one point she even said, "You won this one. Why don't we just start a new match?" I was about to do what any dignified gentleman would -- let her bow out gracefully -- until my ol' nemesis, Mr. Ego, butted in. He was enjoying the systematic slaughter too much to stop now! As I was about to lean over, kiss her hand and say, "Good game, Sweetheart," he rudely blurted out, "Oh, come on. You've still got your queen. You can do it! It's not like you to quit!"


 
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