1.
C L I E N T D I P LO M ACY: F R O M
A DV E R SA R I E S TO A L L I E S
John Eckman • @jeckman • #wcnyc

2.
T H E C L I E N T I S N OT
T H E E N E M Y
John Eckman • @jeckman • #wcnyc

3.
John Eckman • @jeckman • #wcnyc

4.
We the peoples of the United Nations determined
• to save succeeding generations from the scourge of war, which twice in our
lifetime has brought untold sorrow to mankind, and
• to reaffirm faith in fundamental human rights, in the dignity and worth of the human
person, in the equal rights of men and women and of nations large and small, and
• to establish conditions under which justice and respect for the obligations arising
from treaties and other sources of international law can be maintained, and
• to promote social progress and better standards of life in larger freedom,
And for these ends
• to practice tolerance and live together in peace with one another as good
neighbours, and
• to unite our strength to maintain international peace and security, and
• to ensure, by the acceptance of principles and the institution of methods, that
armed force shall not be used, save in the common interest, and
• to employ international machinery for the promotion of the economic and social
advancement of all peoples,
• Have resolved to combine our efforts to accomplish these aims
Accordingly, our respective Governments . . . do hereby establish an international
organization to be known as the United Nations.

5.
John Eckman • @jeckman • #wcnyc

6.
P R O S P E C T S
• Intent counts more than technique
• Say what you mean, mean what you say
• What it is like in the beginning is (mostly) what it will be
like in the future
• While things are going well, plan for how you will
operate when problems occur
John Eckman • @jeckman • #wcnyc

7.
AC T I V E C L I E N T S
• Empathy
• Active listening
• Getting beyond the ask
• Picking your battles
• Recognizing domain expertise
John Eckman • @jeckman • #wcnyc

8.
PA RT I N G WAYS
• Some alliances just weren’t meant to last
• Peace with honor vs. Scorched earth
• Clients remember how it ended
John Eckman • @jeckman • #wcnyc

9.
TO G E T H E R W E AC H I E V E
M O R E !
John Eckman • @jeckman • #wcnyc

10.
John Eckman • @jeckman • #wcnyc
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