Are you a trusted advisor or technology vendor?

Clearly, each of us has a unique definition of what trusted advisor means. But the true definition, the one that really counts, is in the mind and heart of your Customer.

David Peck, Founder of Leadership Unleashed, offers this from the business leader point of view:

“Highly effective leaders trust advisors to help them explore new ideas and discover critical solutions. The candor, talent, expertise, and heart of those we choose will help illuminate our blind spots and navigate the road ahead. Indeed, people without an adviser operate somewhat in the dark, lacking healthy, outside perspective."

Take time to consider your top 10 Customers and how each of them views you. If the key decision maker in one or more of these companies does not currently see you as someone to help them explore new ideas and discover critical solutions – with candor, talent, expertise, and heart – there is a very simple step you can take to strengthen the relationship.

In your next meeting with this customer, set aside time to learn more about the big picture goals of the organization. This is a business conversation, not a technology conversation. What are their top five priorities? What keeps the executive awake at night? What is their biggest obstacle? What would their ideal world look like in three years? Five years? Resist the urge to discuss solutions immediately. If you have led the conversation properly (listening 80% of the time or more), you will leave with a far better understanding of how you and CMIT can better serve this customer. And your customer will be closer to seeing you as his/her trusted advisor.

With the proper business approach, clients will make you part of their decision making process. In effect, you become the default CIO. When this happens, your business will grow, their business will grow and you’ve got a customer for life.