Introduction

David Seabaker: I talk a lot about occupying the expert practitioner positioning in the sale and then you want to extend that after the sale, after you're engaged with the client. So if you do all the things right in the sale, you will enter the engagement being viewed as an expert rather than a vendor. Blair Ann: It just seems like if you're going to work that hard to have some sort of ideal position through the sale, why not maintain it? How do you do that and still be an ethical good human?