Veteran CEO/Founder/President/Principal? “Check”

Seasoned VPs? “Check”

Experienced Project Managers? “Check”

Junior Staff with some experience? “Check”

New hires right out of college? “Check”

Is there anyone trained on how to work with clients to build long-lasting, mutually profitable relationships? “Well, maybe. Only our most experienced people ever talk to clients because we don’t trust anyone else.”

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The sooner you start trusting people to get time in front of a client, with proper preparation and coaching, the sooner you will be able to build a pipeline of future leaders, managers, and people who can help grow and expand your business. It will also help your people understand why their work matters. Sure, you need peopel to get work done, but think of it as an investment in the future.

[Pro tip: People need to find a way to connect with clients that works for their personality. Not everyone is a charismatic sales leader. Nor would you want that in every situation.]