There isn't an exact formula for moving to this next stage of the relationship, 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: Building a Data Based Customer System Mapping the Touchpoints Understanding Customer Expectations