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Michael discusses the notion of “work-focused” cultures in Germany and the Netherlands, and Kevin demonstrates how relationship building works here just as well.
Michael and Kevin unpack the danger of playing it safe to be the 3rd best person in that interview. The key is building a technique to develop relationships in general.
Kevin explains why relationship building is particularly useful on studies and relates his personal experience, as an associate, of working with the COO of a railroad company.
The lunch discussion shifts to the unhealthy techniques some consultants adopt in their desire to be liked and accepted by the client.