Different Roles for Different Partners

Image of charts in foreground and business partners in backgroundSome people should stick to technical roles, but there’s an impact on profitability.

By Bill Reeb and Dominic Cingoranelli

When you are a client relationship partner, regardless of your technical specialty, you take on the role of being that client’s general contractor for professional services – that is, his or her most trusted business advisor.

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If you are unwilling to fulfill this role, then you shouldn’t be a client relationship manager; you should be a technical partner. We define these two roles broadly as follows: