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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

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