A facilitator of excellence builds trusted partnerships and embraces a partner-collaborative business model to expand revenue and become more strategic to their clients.
In my inaugural column in SDM, I highlighted the value of becoming a Facilitator of Excellence. (Read the article here.) A facilitator of excellence builds trusted partnerships and embraces a partner-collaborative business model to expand revenue and become more strategic to their clients. As a systems integrator, you are the one phone call that a client executive makes at 4 p.m. Your clients consider you their first point of contact and the one provider they reach out to for both the hard stuff and the easy. They know if you don’t do it, you know someone else that can help them.
Five years ago, I sat next to an interesting guy on a plane and we peacefully shared the same armrest. Through our conversation, I learned that he started a business a few years prior and worked in an industry complementary to mine. By the time the plane landed, I was convinced that he was an expert I could direct clients to the next time someone needed his particular security service.