This week’s post was written by Scott Peterson.
- Mutually beneficial – It’s good for the client and good for Interstates.
- Professional – We are viewed as a company (and individuals) with credibility, and clients have confidence in us to deliver the results they need.
- Personal – We are connecting to and/or knowing the individual outside of work.
- AGP — Randy Van Voorst and Larry Den Herder have great relationships with several key leaders at AGP. The strength of those relationships allows Randy and Larry to ask harder questions and push AGP for clarity on projects without the fear of losing the client. In fact, AGP has come to expect that push and those questions because they know the reason is to make them better. As the years go on, Randy and Larry have become close friends with that group. They get together for professional and personal events (hunting, fishing, golfing, etc.). Larry and Randy were invited to celebrate with a couple of retiring AGP leaders, which is significant since most of the other attendees were AGP team members. That shows you the depth of their connection. This type of relationship allows them to be direct, vulnerable, resolve issues faster/better, and, most importantly, serve the client better.
- Ardent — Jake Ten Haken, Michael De Boer, and Bryan Monroe also have awesome relationships with our Ardent clients. They talk, text, and email frequently. Sometimes it’s about work and sometimes about their skills (or lack of) related to maneuvering a snowmobile. If you catch the beginning of an Ardent meeting or phone call, you’re likely to hear some trash talk. However, at the end of the day, Ardent knows and trusts these guys. Developing these friendships and building this trust has led to more work.