Trusted Partner

You've all heard it. VP saying: "We're going to climb the value chain and become the trusted partner or advisor to our core customers".

Yeah right. If you've done the same thing for the past hundred or so years, chances are that you will keep doing exactly that. Your place in the food chain ain't changing.

Unless you do a corporate sex change. Which will be as painful as the real thing. For more people!

If you're really serious about it, there are no two ways about it. You must cut off what you have and get some new stuff in. Well folks, that means getting rid of people. And they aren't likely to cut themselves off. Especially not the guys with titles starting with capital C.

So, if your customers aren't taking your advice. Take a hint!