To succeed in the Era of Trust Networks, how do you need to think differently about independent consultants?

BUYING LOGIC FOR Certified Consultants’ Programs

• Markets bring buyers and sellers together, facilitating the fair exchange of goods and services for money or equivalents among buyers and sellers.
• Early-stage markets consist of potential buyers typified by ignorance or confusion about the value propositions of sellers and about what constitutes a fair price to pay for goods and services proffered by sellers.
• Sellers who possess deep knowledge of the cultural norms of a buyer’s organization AND deep knowledge of competitive offerings create most of the sales in early-stage markets.
• Those sellers in early-stage markets who partner with networked industry consultants—sales resources with deep knowledge of the cultural norms of prospective buyers and competitive offerings from various sellers—will capture most of the new business in the early-stage market.
• A consultant certification program that creates incremental revenue opportunities for networked industry consultants will enable the allied seller to capture most, if not all, new business in the early-stage market.
• GISTICS promises to find and certify 25 to 100 networked industry consultants, validating that these sales resources have deep knowledge of the cultural norms of a buyer’s organization AND deep knowledge of competitive offerings in the industry.

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