At first glance, it could be easy to think that the title of this Tip is misspelled. After all, "How's it going?" is a common question and greeting. No, the title of this Tip seeks to make a different point. It is intended to get us thinking about how our relationships with customers are going.

As many of us begin wrapping up one year and preparing for another, we may be taking stock of what we were able to accomplish and what we are setting out to do in the coming year (perhaps our customers are doing the same thing). As you do this, keep in mind the following IMPAX maxim:

"The only value we bring to a customer is the value we get credit for. If we get no credit, we bring no value."

This is an ideal time to deliver a specific form of presentation, the IMPAX Relationship Review presentation - which is designed to help us get credit for the value we help to create. This presentation follows the same IMPAX format of Them-Us-Fit-Action:


Them - reconfirm your current knowledge of their business direction
Us - provide the customer with an update on your business AND give a review of your relationship
Fit - review and expand on the business fit between the companies
Action - propose recommendations to bring the fit to life


In the overview of your relationship, it is good to reflect on the:


Activities you've been jointly working on
Successes you have experienced
Challenges you have addressed
Value you have created together.


Of course, to do this well, you will need to continue to do your research (but you're doing that anyway). The potential payoff for doing the research and delivering the presentation is big, as the best time to ask for a renewal or new opportunity is when you have just reviewed the value you have been creating together.