Believe it or not, one of the best ways to get to know your customers is to have a problem. Now I did not say that this was ideal, but nevertheless, more than one great customer-vendor relationship has been forged in adversity. Look, everyone has problems and your customers know that, they have come to expect it, but the way you deal with a problem…ah, that’s what separates the men for the boys, if you will. If a customer sees that you are trying, that you are pulling out all the stops to solve their problem, remedy the situation, and get them back on track, they will come to respect you and your team. If on the other hand, you treat the problem as if it were their problem, or if you try to be less than honest in your handling of the problem, then you are doomed. So, remember that the next time you have a problem, and you will, look at it as an opportunity to shine in front of your customer. It’s a good thing.