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Company Leaders Are Spending More Quality Time With Customers

Having the CEO make a "ceremonial visit" to only the biggest customers to tell them, "You’re important to us," isn’t cutting it anymore, says Kevin Coyne, a Harvard Business School professor. "They’re getting substantively involved in the biggest deals, showing up for key parts of a negotiation," he says. And they’re following up to make sure employees deliver what they’ve promised. At a time of product proliferation, they’re thinking about customers around the globe, he adds.

By Carol Hymowitz

From The Wall Street Journal Online

Full Story: http://www.careerjournal.com/columnists/inthelead/20070518-inthelead.html?cjcontent=mail

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