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Especially at the beginning of relationships, while you are earning the trust and the admiration that will smooth the inevitable bumps down the road. While you are figuring everything out, and laying the groundwork for success. Get on more planes. Provide more options. Ask more questions. See the factory, meet the workers, go to the research, talk to the sales force, get a demonstration, sample the product, talk to a board member, brainstorm with the client. Over communicate. Over collaborate. Over deliver. Time and energy invested in relationships pays us back in better work, business and results. Oh, yeah, and better relationships too.

At DiMassimo Goldstein, we put our values in a document we call “The DIGO Standard.” It doesn’t just hang on the walls and sit on our desks and desktops. We use it every day. People who visit often ask for a copy. Here’s yours, and you didn’t even have to ask.