What makes us Trust a Trusted Adviser?

-

Where there is a solution there is always selling involved. Funnily, even if there is no obvious problem to solve sales is pushed.




In my opinion, a Trusted Adviser is someone who provides an Approach to identifying the opportunities or problems that the customer does not see yet. Thereby, may provide approaches to Capitalize on this opportunity or fix the problem. The approach may involve the necessary solution Options and selection criteria but without actively selling any particular solution. The moment selling comes into play the credibility as a Trusted Adviser is lost.

I'd insist on the Approach and urge to resist the temptation to sell a Solution. The boundary between Sales and Advise is narrowing in today's hyper-competitive business landscape

At the same time advisory may broker an internal team or an ecosystem to come up with a customized solution for the customer based on the discovery; focus as far as the customer is concerned remains on the Value Realization.

Cloud offerings are a good example. Cloud service providers offer core infrastructure or platform services that they actively market and sell. However, their Market Place offers options for customers to pick from; there is no active selling of the MarketPlace services by the service provider.



Comments

Post a Comment

What do you think?

Popular posts from this blog

Anything on a page

-
Image
A well-thought-out idea, a powerful marketing message, an informative info-graphic, a restaurant menu card, a movie poster, a cheat sheet, London tube map.  What is common in all of the above? The title of this post is a hint.  They are all something on a page. Anything that fits a page is a  well articulated viewpoint of a customer.  Anything on a page is an amazing vehicle to reach the information to the right audience at the right place and time. Three principles to bear in mind:  1. Focus on the outcome of the process (why) 2. Take the viewpoint of the audience (who, when, where) 3. Apply sophistication to the tools yet keep the output simple (how)
Read more

Complexity impedes Security

-
Image
Complexity is the primary reason Enterprises struggle so much with security vulnerabilities.  Today’s Enterprises are complex mashup of capabilities in operations and technology. Even small and medium enterprises aren’t an exception. Business capabilities are both broad and deep often cross-referenced in the context of an end-to-end business process.  Businesses are, in today’s information economy, wide open to internal and external threats. Each possible entry and exit are potential points of vulnerabilities.  Enterprises are forced to invest in complicated security systems to monitor, control and audit access to vital assets that include information. Often the cost of securing are a big operational overhead on the profitability. Enterprises need to constantly re-look at the need for complex systems in securing information. at each level of the capability Breadth and Depth for relevance and consistency.  Simplifying the architecture gives an opportunity...
Read more