When is a Trusted Advisor strategy the right strategy?

When your firm's strategy and profitability is driven by long-term relationships with your key clients and

• When your success requires that your account directors, sales managers, sales people and business development specialists are required to produce ongoing revenue streams from key clients
• When you need to ensure that your organisation becomes an indispensable part of your client's future success
• When your key differentiators are based on service and brand experience rather than product superiority
• When your client's ask for more involvement- directly or indirectly
• When your competitors are already Trusted Advisors and are winning business because of it
• When your business depends on increasing your share of spend from your clients budgets

If any or all of these drivers fit with your experience, then we suggest that you consider the implications of developing and introducing a sales strategy built on the Trusted Advisor principles.