This guest post was generously contributed by David Nielson, Executive Consultant at Plus Delta Consulting.

For any of us in the field of management consulting, the issue of sales and marketing is usually a challenge. We’re often so busy delivering services directly to our clients that there is little time to focus on developing new sales. Sales, though, isn’t just about contract negotiations and closing the deal. It’s about relationships! So what are the criteria for building – and maintaining – effective relationships? Read the rest of this entry »