Personal Introduction
From 2008 to 2014, I worked closely with Prakash Parab in Waste Management at Dulsco: first as a customer, later as a colleague in the role of Commercial Director, and subsequently as a senior-level freelance consultant. The article series presented here, however, deals with the staffing business.
Summary of the Original
In Chapter 17, Prakash Parab explains how staffing service providers can deliberately develop relationships with their customers' management team. Such conversations require a concrete business reason and preparation based on the customer's priorities.
As a working basis, he recommends a concise overview of the customer: current developments, changes in the organization, past cooperation, outstanding questions, and a concrete proposal for the conversation.
Access to the management team should be established through proven operational contacts. Bypassing them can damage trust. Conversations at the management level therefore complement the ongoing cooperation.
For important customers, Parab suggests semi-annual management meetings. Agreed actions should be documented within 48 hours. The service provider also needs a manager who takes responsibility for the customer relationship.
Jan Wilhelm's Own Practical Assessment
For service companies, this means: A customer meeting should lead to a clear decision or the next step.
A fictitious example: In a back-office assignment, missing documents regularly cause delays. For the management meeting, processing times, causes, and a proposal for binding submission deadlines are prepared. Subsequently, those responsible, deadlines, and a review date are recorded.
This creates a concrete basis for improvements. ELB Services supports companies in preparing commercial processes, reports, and responsibilities for such conversations in a clear and traceable manner.
Original by Prakash Parab: High-Level Relationship Meetings: Managing Up the Client Ladder
Website and series overview: www.prakashparab.com
Original reviewed on November 7, 2026. Independent editorial summary and recommendation by Jan Wilhelm for review; no authorized translation or joint publication.