As relationships between organizations and customers/clients evolve, more buyers are looking for individuals and companies they can trust. They want to work with someone who is seen as an expert in his or her field and is a trusted resource. This type of relationship is especially true in the B2B world as every professional service and A/C/E firm knows. Gaining the necessary expertise to serve clients takes time, diligence, experience, and hard work. However, that expertise doesn’t become valuable until you leverage it. If no one is aware of your unique skills they won’t help you land new business.