This important PRINCPLE addresses strategies and actions for exchanging information, the need to understand customers’ ‘drivers’, establishing your ‘end picture’, the place for openness and respectful scepticism of assumptions, and the role of ‘side meetings’.
There are 5 strategies for this principle.
Gathering/giving information (I am reluctant to use the word ‘intelligence’ because it implies gathering information in a secret or clandestine manner) is critical in the RELATIONSHIP PHASE. This does not mean telling all your secrets or vice vers...
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