Maintain Momentum: Nurturing Business Alliances

Maintain Momentum: Nurturing Business Alliances

In our previous post, we discussed how to negotiate with key clients and build sustainable relationships. Today, we look at the power that these clients or 'big fish' wield, and how you can use it to your advantage.

One of the crucial elements of this process is to keep your champion – your key ally within the client’s organization – supportive and loyal. This champion can keep the profitable partnership going strong. Here are some ways to maintain a healthy relationship with your champion:

  • Share the limelight.

  • Offer them new products and services to help them bring value to their company.

  • Establish an emotional connection with them to your company.

  • Respect their time and know when to give them space.

  • Ensure your team (your “family”) is satisfied and motivated.

  • Stay in touch and active with them.

After establishing a strong relationship, look for more individuals to build similar alliances. These partnerships can help you acquire bigger clients and forge lasting relationships. You can often win them over by offering something they need in exchange:

  • Power.

  • Information.

  • Enhanced work experience.

Look beyond the immediate financial gain a big client can offer. Other potential benefits include:

  • Opportunities for business expansion.

  • Gaining valuable insights and learning from the experience.

  • Opportunities to improve your processes and systems.

These are some of the most effective ways to ensure your alliances remain strong and your partnerships satisfying and productive.

Need help implementing these tactics? Try our FREE consultation for access to excellent resources and tools to guide you at every step.

Anita Larsen

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