WHITEPAPERS:

Moving from vendor to trusted advisor

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Source: 
The TAS Group

This Whitepaper covers four main topics. First, it talks about the roles - from Vendor to Trusted advisor and even a few in between that in the context of Account Management as a whole. Second, this Whitepaper explores what it means to be a trusted advisor, and contrast it with the other roles an account manager could be fulfilling, from ‘vendor status’ and up. Third, this whitepaper outline how to become a Trusted Advisor. Fourth, it touches on some of the tools one can use to get an account mamanger to where he needs to be.

Why Is This Relevant To The Midmarket: 

This is for midsize companies who have to improve how they move from vendor status to becoming a trusted advisor.