Becoming an Indispensable Partner

You're either a Vendor, Trusted Advisor or Indispensable Partner. Which one are you?

Vendor

• Price Only Selling
• No Differentiation
• Practice Quoting
• Low Net New Growth
• Easily Fired

Trusted Advisor

• Positioned like a CPA, Attorney, Banker

• Litmus Test - When do they call you? Before or After?
• Rarely Get Fired

Indispensable Partner

• Simply cannot live without you
• Source of information, Compliance & Services
• Client Experience
• Intellectual Property = Indispensable Partner
• Compelling Story