• Pre-Sale — The most critical aspect of pre-sale value is in the products or services themselves. For relationship-driven consultative partners, customer input drives continual improvement. As a result, their customers are the first in their markets to benefit from technology advancements that provide competitive advantages. In addition, consultative partners are able to offer a customized approach to problem-solving, engineering solutions to meet specific needs, in contrast to the vendor approach that tries to fit every customer into an existing solution.
• During the Sale — Consultative partners consider long-term relationships their top priority, so they are most likely to offer flexible financing terms to their customers. Customer loyalty rewards programs are also very popular among these solutions-based providers, as they recognize your need to meet both short- and long-term profitability objectives. 
• After the Sale — By this stage, consultative partners have invested considerable time and effort into understanding and meeting your specific objectives. As your needs change over time, these suppliers follow through with support services and products that will continue to deliver value to your organization for years to come.

Like you, your customers are searching for added value as they compare your offerings with those of your competitors. Working with a consultative partner to improve your internal processes, procedures, and deliverables will give you the competitive advantage you need to survive - and thrive, while positioning you for growth and expansion as the economy revives.