As I develop relationships with potential clients, I take the time to set the foundation for a relationship by developing trust with the buyer. As we discuss their needs, we aim to reach “conceptual agreement” on the project’s objectives and set measures so we’ll know we’ve achieved them. Conceptual agreement is more than just agreeing to some points; it’s a mutual understanding of the objectives and measures for our partnership in improving conditions for the client’s company.
Partnerships of any kind, whether between companies and suppliers, between departments within a company, with customers or with communities need to be based on trust and conceptual agreement on what the partnership is going to accomplish and how the partners will know it’s done. Paying lip service to the agreement doesn’t work. Clearly understanding the objectives before presenting a proposal makes the goals easier to achieve and the end results much better.
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