A blog by Joel Barolsky of Barolsky Advisors

  1. […] of new things that can add value to their business. An earlier Relationship Capital post on the power of unsolicited proposals explores this issue in […]

  2. […] Sales pipelines can encourage lazy reactive thinking that relies mainly on the client to feed the top of the funnel. At worst, firms just sit around and wait for the next RFP to be issued. Effective strategic account management demands proactive discussions with clients, challenging their thinking, suggesting things not on their radar and, if appropriate, offering unsolicited proposals. […]

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