http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/ Channel News, Reseller News and Channel Partner Programs Fri, 10 Feb 2012 12:00:23 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/comment-page-1/#comment-86563 TechPro57 Sat, 06 Dec 2008 00:54:12 +0000 http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/#comment-86563 Call me anything. Just call me! :) Call me anything. Just call me!

]]> http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/comment-page-1/#comment-86505 HurdyGurdy Fri, 05 Dec 2008 15:40:21 +0000 http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/#comment-86505 My customer can call me anything they like. So if one refers to me as a Trusted Partner, so be it. However I believe that when problems develop at a customer that needs technical attention most refer to us as #1: 'network guy' or 'computer guy'. A four port $29 ethernet switch is a huge opportunity for us, as we would not want the customer to go elsewhere for even the most inexpensive technology solution. This is what one may call account control, but I call it 'single point of contact for all your IT needs' and this is a real benefit for an SMB client. So if I am proposing a $29 ethernet switch solution, I will make sure it has the most margin before I recommend it. For example, if a netgear 5 port switch costs us $26.50 and a dlink 5 port switch costs us $26.75, we are quoting the Netgear solution all day long, unless Dlink has a blowout sale for $25, then we switch to Dlink. Get it? My customer can call me anything they like. So if one refers to me as a Trusted Partner, so be it. However I believe that when problems develop at a customer that needs technical attention most refer to us as #1: ‘network guy’ or ‘computer guy’. A four port $29 ethernet switch is a huge opportunity for us, as we would not want the customer to go elsewhere for even the most inexpensive technology solution. This is what one may call account control, but I call it ‘single point of contact for all your IT needs’ and this is a real benefit for an SMB client. So if I am proposing a $29 ethernet switch solution, I will make sure it has the most margin before I recommend it. For example, if a netgear 5 port switch costs us $26.50 and a dlink 5 port switch costs us $26.75, we are quoting the Netgear solution all day long, unless Dlink has a blowout sale for $25, then we switch to Dlink. Get it?

]]> http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/comment-page-1/#comment-86497 Rob Fri, 05 Dec 2008 14:17:31 +0000 http://www.thevarguy.com/2008/12/04/two-words-i-despise-trusted-advisor/#comment-86497 Your right! IT guys are a lot like lemmings, they'll follow each other off a cliff for a buck. "Trusted Advisor" is a concept; it is NOT a title. The goal is to be viewed as a "Trusted Advisor” by your customer without ever mentioning the term to the customer. To ask a customer to refer to you or your firm as a "Trusted Advisor” without putting forth the work to earn the trust first is presumptuous toward the customer and insulting to all the other professionals (accountant, insurance agent and attorney) he trust for advice. Your right!
IT guys are a lot like lemmings, they’ll follow each other off a cliff for a buck. “Trusted Advisor” is a concept; it is NOT a title. The goal is to be viewed as a “Trusted Advisor” by your customer without ever mentioning the term to the customer. To ask a customer to refer to you or your firm as a “Trusted Advisor” without putting forth the work to earn the trust first is presumptuous toward the customer and insulting to all the other professionals (accountant, insurance agent and attorney) he trust for advice.

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