Strong Relationships: Foundation of Successful Business

By Rita Walston, senior director, marketing programs

Social media has made it possible to connect with potential customers and partners from afar — without TSA close encounters, battling beltway traffic or even picking up the phone. The sales profession has changed immeasurably over the last decade or two, but one thing has not – the value of face-to-face communication in building and strengthening relationships.

As we count down the days until the 5th Annual Government IT Sales Summit, it reminds me why we started it in the first place – to bring our partners and suppliers together in a place where they can make the connections to grow their government business and turn potential into results.

In our industry, events have endured pendulum swings —  for instance, the demise and resurrection of AFITC— but one factor ensures that events will always play a role in business: the irreplaceable value of face-to-face communication. There is nothing quite like it.

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