When we’re placing an order for a great breakfast, we want the server to be an expert on what’s on the menu—especially if we have special dietary needs. And we want them to listen—to be all ears.

That “all ears” attitude is me when I meet with a new client for the first time. I want to know all about their field automation needs and how we can chauffeur them to their destination. Like, be their tour guide.

I’m not pushing a widget or a program. My purpose is to learn about their business and how they are operating today.

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