| Customer | Client |
|---|---|
| Short Term Transactional Relationship | Long Term Advisory Relationship |
| Low Degree of Stickiness | High Degree of Stickiness |
| Less Face Time Personal Interaction | More Face Time Personal Interaction |
| More Price Sensitive | Less Price Sensitive |
| Relationship Build on Resources (Time/Money) Spent | Relationship Build on Trust |
| Emphasis on Selling | Emphasis on Serving Needs |
| Provide little or no advice and consultancy | Provide expert advice and consultancy |
| Use persuasion and hard effort to sell | Use credibity and reliability to sell |
| Provide little or no security and protection for the purchase | Provide security and protection for the purchase |