CONSTRUCTING RELATIONSHIPS KEVIN STROUD

摘要

Kevin Stroud decided it was a good idea to be near the Chamber of Commerce and the Economic Development Conference. So he relocated his reselling operation, NexLan, to the same building. NexLan is on the third floor, while the chamber is on the first floor and the EDC on the second. It was such a good idea to be in the same neighborhood as those organizations that he bought the building. In a small market like Danville, Ill., building relationships is critical. "We are on a first-name basis with the mayor," says Stroud. "In consulting, it's about relationships. Mid-tier accounting vendors will tell you it's not. But at the VAR level, it's about the customer relationship."