What are your clients really buying? by Gwarega Dambudzo

As consultants, we are trusted advisors of our clients, and trust is paramount in that role. We could never effectively provide our services if the clients doubted us. However, trust is a product of a good relationship between the parties. Therefore, building genuine and lasting relationships is one of our values. A trusted advisor does not vie for a ‘winner takes all scenario’ but is cognisant that organisations are made up of people who desire fairness in pricing, professionalism in delivery and after-sales availability. So our clients are buying the valuable relationship in which we package our trusted advice.