BRX Pro Tip: From Vendor to Partner
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, most of us, we want this in almost every relationship that we have with our clients. But let’s talk a little bit about navigating the terrain. Making the transition intentionally, purposefully, appropriately from vendor to partner.
Lee Kantor: [00:00:25] Yeah. I think that if you’re in professional services, especially, that this is critical for the growth of your firm is you’ve got to move yourself from being just a vendor, another commodity to an indispensable partner. When you do that, you can charge more. When you do that, you can get more referrals. And when you do that well, you can build a portfolio of customers for life.
Lee Kantor: [00:00:51] But in order to do that, you’re going to have to deliver results that have a meaningful impact on your client. You’re going to have to be a trusted adviser for your client. Someone that tells your client hard truths. Someone that holds your clients accountable. And someone that delivers memorable service.
Lee Kantor: [00:01:14] And if you do all of those things, then you have elevated yourself from being a commodity vendor to, now, somebody that’s a trusted adviser, somebody that’s indispensable, somebody that is critical for the success of the client. And they wouldn’t consider shopping that service. They wouldn’t consider, you know, going out and seeing what else is out there. They’re going to be somebody that’s happy to tell other people about you if you can do those things.
Lee Kantor: [00:01:41] So, focus on delivering that service and results that have a meaningful impact. And then, you will have done that. You will have become that indispensable partner.
