Do they understand the financial ramifications of keeping and growing the client base?
Are they able to reinforce the value messages being communicated to clients by others on your team/in your company?
These are some introspective questions for all to consider. A critical one is: Are you and your team prepared to do whatever it takes to alter your thinking so it aligns with what your clients value? If yes, you will become coveted, long-term partners with your prospects and clients.
Leo Pusateri is president of Pusateri Consulting and Training LLC in Buffalo, N.Y., and is author of Mirror Mirror on the Wall Am I the Most Valued of Them All?