Symptom: Local experts within the client community are not our advocates and allies.
When people need help, they typically first turn to their friends and neighbors -- people in the business with greater knowledge of your organization's expertise than most clients. These local experts may help in their spare time, or they may have a formal responsibility to support their peers.
By proactively helping the local experts, the organization can position itself as their ally rather than competitor, and can guide them to support the organization's directions. This "outreach" is a responsibility of the (internal) Sales (client liaison) function.
Another (more generic) way to state the problem is as follows:
