Expert power in relationship building

"I've been reading your blog," Mr Daser said over the phone. "Seems like you have seen the light."

I try to use my expertise to perform a little free consultation. I try to put forward well-thought-out ideas that are really in the other person's best interest. The point here is: if we prove our ability to add value to a given situation, we may even establish ourselves as a more important ally than the contact's regular employees. (This is relatively easy, because existing employees are usually hesitant to ask questions that will put more work on their plates)

Ultimately, our goal is not to get a job, or close a sale. If we help the other person do what he or she does a little bit better, we can be sure to watch the relationship change for the better.

from left: Siew Peng, Francis, Albert, Nat, David, Michael