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November 18, 2006


Charles H. Green

Here's a simple test: do you or do you not subscribe to your biggest client's industry trade magazine?

The right answer is obvious, but we don't all do it. Yet these days, it literally costs nothing to subscribe to industry e-zines, blogs or the online versions of trade magazines.

Of course, it costs time. But a business that can't figure out how to integrate investment in client knowledge into its profit model is a business that is either under-pricing delivery or practicing short-term extortion. Neither is optimal, and often not even sustainable.

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