A relationship is the ability to share problems.
“At one of our strategic customers a regional negotiation caused a major conflict between the tactical teams of both companies. Instead of allowing the conflict to escalate and risk a decades old strategic relationship the executive sponsor of the customer asked for a tete-a-tete. He flew into Amsterdam Schiphol airport, and for 3 hours we exchanged viewpoints and motivations. At the end of the discussion the conflict was put in context and agreements were made between both executives. Turning the potential escalation into a renewed long term strategic trust.” Joost d’Hooghe