However difficult and chaotic the environment, a business has to move forward. You can give up, but you can’t stand still. And however you decide to move forward, your clients and your client relationships will be key to achieving your objectives.
So it makes excellent sense to understand those client relationships. Are you clear about which of your clients are the most valuable? Which are the most secure and reliable? Which have the greatest potential? Or perhaps there are other things about your client portfolio that you would give your eye teeth to know – things that could make the difference between success and failure in future.
When you set out to assess your client relationships, questions are your most valuable tool. You can only ask a few, so each one has to be worth it. They should be incisive, discriminating, and focused on the aspects of your clients that will matter most to you. When you ask the right questions in the right way, you get answers that really help you. As one of our clients said to us, “I would never have found that out in a million years.”
What questions would you most want to know the answers to?