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Any client in any industry will always look at his/her profitability but having good relations most definitely gives you an advantage over others. Client relationship is no different from any other relationship be it marital, parent-child, sibling, friendship etc, you have to sell yourself as the brand by listening and giving out genuine advise instead of trying to sell what you have in hand. Proof that you genuinely care about his/her profitability and the client might even follow you to no-mans land.
