Chapter 2Focus on Trusted Advisors

Let's set the stage. A current, past, or future client has needs and wants. She or he has beaten the long odds and operates a thriving $125 million company. Has the company grown due to unique skills offered by its provider(s)? Or, have the providers grown their billings due to having the good fortune of serving a company that operates very successfully? Perhaps the company has mastered client, vendor, and staff relationships with a culture of empowerment, cohesion, and community. Maybe it has levered the knowledge of several clients, vendors, and key staff to develop a unique knowledge-based product or service.

For the advisor, a larger client may equate to more complexity and more billable hours or higher commissions. But has anything special been offered to this “A-grade” client not available to other “lesser” ...

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