Every company is required to develop several core compentices to become successful. Those core competencies are specific to an industry and market. That means not everybody is good at everything. It is the same for you business. What if you help customers develop competencies you have that would enhance their business?

There isn't an exact formula for moving to this next stage of the relatioship, only a some conditions are present - a matter of timing: (1) you have as much of their budget as possible for your suite of products and services, (2) they are very satisfied with your offer and the nature of the relationship, (3) you have observed or been made aware of areas your competence will help, (4) established positive relationships with key decision makers.

Topics: Analyze and Report on the relationships What do you have to share a customer would benefit from? Getting started