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Chapter 11. Client-focused proposals > The client’s point of view

The client’s point of view

The best way to maintain focus on the client is to see the situation from their point of view. By looking at the need or problem from the client’s perspective, you’ll be able to develop a solution that addresses every aspect that is important to them. It might be difficult to obtain this kind of perspective, but doing so will pay off in terms of winning the client’s business.

To adopt the client’s point of view, you must examine their needs. Determine the need or problem to be addressed or solved for the client to improve their current situation. After you understand the client’s needs, you’ll be able to empathize with them and appreciate their situation.


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