Doing It Better...Sets the Tone

I have seen the following countless times...three partners from three different practices in the same firm call the same client executive in the same week. Help me understand that...

And if I am that client executive, I'm thinking:  "Didn't I just talk to you guys and don't you talk to each other?" 

My point is that if you can't execute the client development process very well ie. how you engage a client, add value, build relationships, etc., then how are you going to execute on the multi-million dollar project that same client is considering you for?  

I believe there is an incredible opportunity for professional services firms to set the tone for how they will execute on a consulting project through the level of professionalism, excellence, detail, thoughtfulness, rigor and discipline they provide executing the client and relationship development process. Remember, in this commoditized world of pro services, finding a way to separate yourself is critical.    
 

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