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Principle 12 · Client Development

Client development: start small and grow

Whiteboard framework connecting listening, direction, diagnosis, value, trust and commitment
A practical loop: listen carefully, choose direction, diagnose, establish value, build trust and agree the next step.

The principle · 2015

Win a small piece of work, deliver brilliantly, then expand. Trust compounds.

Read the original in the archive ↗

Editorial perspective · AI in practice

AI account signals can tell you when a client is ready to grow. The relationship still earns the right to the conversation.

How to apply it this week