Companies choose whom they do business with. Executives choose their advisers while IT has theirs.

Who will the IT person choose to do business with?  Someone they enjoy eating lunch with, someone they can control, or perhaps someone who becomes a source of sound education.  Who in your organization can meet the last demand?

How about executives?  They have more at stake.  They require unique insight, people who understand the big picture, who can look beyond their current product set and offer ways to move the business forward.  They come up with creative alternatives, build on insights they’ve gained from competitive accounts or like industry leaders.  These are the people who offer greater value than just the product feature set and who will earn the long-term trust of those they sell to.

© 2010, David Stelzl