MOVE 29 · POSITIONING & VALUE · PRO
Move from Vendor to Advisor
Shift the relationship from taking orders to shaping decisions by offering a perspective before you are asked for a quote.
Vendors are asked for prices; advisors are asked for opinions — and opinions shape the price.
Low riskClient scopePricingPartnershipProtect valueNegotiate terms
WHY IT WORKS
When you only respond to specifications, you compete on cost against anyone who can meet them. When you help define the problem, you influence the specification itself, build trust earlier and become harder to swap for a cheaper provider who arrives later.
WHEN TO USE IT
- Clients send you detailed specs and ask only for a number.
- You have expertise that could improve their decision but rarely get to share it.
WHEN NOT TO USE IT
- The client is running a strict procurement process that forbids input.
- Your advice would serve your sales interest more than their outcome.
SIGNALS IT FITS
- You learn about projects only when the RFP arrives.
- Clients treat your expertise as a commodity.
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Execution guidance is included with Pro.
One moment.
Included with Pro
ETHICAL BOUNDARY
Advice must serve the client's goal. Steering them to a larger scope because it pays you more breaches the advisory trust you are building.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.