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Home > Case Interview Preparation & Management Consulting | Strategy | Critical Thinking > 310: Sales and Client Relationships
Podcast: Case Interview Preparation & Management Consulting | Strategy | Critical Thinking
Episode:

310: Sales and Client Relationships
Category: Business
Duration: 00:06:45
Publish Date: 2016-05-12 21:06:32
Description:

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.

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