Clients tend to divide vendors into three categories: the capable, the preferred providers and strategic partners. Capable vendors have the basic skills and capacities to meet the client's need. Preferred vendors are better at communicating how they are better than competitors.
Most service providers like to think of themselves as trusted advisors/strategic partners. However, only percent actually achieve that status in the eyes of their clients. Strategic partners are those few providers for whom a client holds the following opinions and feelings: