We are driven to deliver value for our partners as well as our internal teams - sales, professional services, alliances, and more. But even more than that, we are driven to deliver value that is consistent and reliable.
This is a critical distinction. We aren't just providing answers, making introductions, and shaking hands and kissing babies. We must push ourselves to provide a consistent experience and consistent value for our constituents across the board. We will be vital to their business if they know the value they can expect from us. The goal is to help them to be confident in that because they always get the same positive return when they engage us.
And that is the name of the game, my friends. If we are not a vital component of the business of our partners and our sales teams and other key aligned parties then our inherent value wanes. We begin to whither on the vine, which is obviously never a good thing.
So, if it is to be a consistent, reliable value that we provide, then we must get our act together. There are several important components in this effort:
- Identify your organization's guiding principles
- Internally understand the value you can provide
- Develop a standard engagement methodology
- Execute the same way, every time
- Learn when to say "no"
