1. Profile the customer situation early

2. Sell from the top down and from business to technical

3. Convert interest to confidence by using references and bridging internal relationships

4. Focus on how value is created for each customer

5. Understand and set expectations

6. Build relationships by involving the operations team

7. Demonstrate a relationship management process

8. Exhibit financial acumen

9. Emphasize both tangible and intangible benefits

10. Find opportunities to mitigate risk