On the Sell Side: Quantum trust

Ever been supermarket shopping, where the check out the assistant offers you lifestyle advice? No me neither. So why are technology vendors surprised when their business advice is rebuffed?

I am not saying the technology vendors shouldn’t give business advice. It’s just that before you do, you need to:

• Develop your reputation as a business adviser / buy a consultancy
• Equip your check out assistants / account managers with the tools / knowledge to be perceived as credible in this respect
• Take the time to build trusting relationships.

I spend a lot of my time working with technology vendors who recognise that the move from ‘tin pusher‘ to business solution provider is a culture-changing journey rather than a quantum leaping leadership edict.