Strategic Service Provider Era Is Here: 10 Changes Solution Providers Need To Start Making Now

8. Leverage What Makes Your Business Unique

Building a distinctive business earns companies a devoted following who are less sensitive to changes in price, according to Dudley.

"If you get involved with clients at a business level and you help one of your clients have a closer relationship with their customers and their suppliers, then you become a cohesive part of their overall business strategy," he said.

If a customer considers you an integral part of their supply chain, Dudley said they're far less likely to switch to a different solution provider just because a competitor is offering a lower price.  

And once those existing customers become dedicated fans, solution providers should leverage their loyalty and encourage them to tell people how great your company is.

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