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Long-Term Clients Mean Long-Term Friends: Our Relational Secret Sauce

Long-Term Clients Mean Long-Term Friends: Our Relational Secret Sauce

There’s a reason we know the names of our clients’ dogs and kids. Relationships mean everything to us. That’s why our clients become friends and tend to stick around a long time. In fact, we have some who have been with us for well over a decade. 

We’ve been asked on more than one occasion how we do it. How do we maintain such long-term relationships? How do we so quickly become our clients’ allies? 

We thought today we’d share our secrets–namely, a few of the ways we build and maintain our professional relationships. Because honestly, the world only gets better when more of us are teaming up for good.

1. Be an extension of the team.

We view ourselves as an extension of your team, not a vendor. We’re not after quick revenue with one-off products. Our goal is to support clients, therapies and patients for the long-term.

2. Be a great listener.

We lean in and listen deeply. The more you gain understanding and empathy, the more synergy and better end results.

3. Act like a human, not a robot.

We may be in the business of market access, but really, we’re in the business of people. So, we treat each other as individuals with unique ideas, perspectives, and feelings.

4. Be ruthlessly honest.

We tell the truth no matter what. Clients count on us to be honest and straightforward, even if the news isn’t always what they want to hear.

5. Give clients exactly what they need–no more and no less.

Our offerings are tailored to the distinct niche, patient population, disease states, and market timing our clients work in. Cookie-cutter solutions are not in the best interest of the patients our clients serve

6. Respect people’s time.

You’re busy. I’m busy. We’re all … well, you get it. We aim to communicate clearly, quickly, and always respect others’ time.

7. Avoid fluff and generalizing.

Our clients don’t need to hear what’s obvious or overly general. They need nitty-gritty specifics to make sound decisions and overcome obstacles.

8. Having dogs (or cats!) never hurts.

Our clients love the dogs of DKP as much as we do! We love talking all things canine and getting to know our partners’ pups.


At the end of the day, the way you treat clients and partners will make or break your business. And having long-term relationships means you get each other, which makes your work together all the more efficient and powerful. On top of that, it’s a lot more fun–and fruitful–to work with people who care.

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