In the world of business, it’s easy to focus on professional advisors only when you’re in crisis or actively needing help. The real value—and often the greatest impact—comes from maintaining strong, long-term relationships even when everything seems to be going smoothly.
Why Staying Connected Matters
When it feels like you don’t “need” support, that’s precisely when staying engaged becomes most important. By continuing to nurture the relationship during these quieter periods, its not only reinforcing trust but also positioning your advisor to provide faster, more effective support when challenges inevitably arise.
Brad Knight, Manager of Commodity Risk Management at Pinion Advisory, has been working in the grain sector since 2004, puts it well: “Don’t wait until you’ve got a problem to review your advisors. Do it when you don’t have a problem—because then, when a challenge does arrive, everyone’s up to speed.”
Getting Ahead of the Curve
Being proactive means you’re not scrambling during a crisis to take the time to teach someone new how you and your business operates. Instead, they already know. They’ve built that knowledge over time, allowing them to jump straight into problem-solving mode with confidence and make data-backed recommendations.
This depth of understanding allows your advisorto:
· Prevent issues before they arise
· Respond quickly and accurately
· Connect you with the right people and solutions seamlessly
As Brad explains, “You can do it better, cheaper, and faster because you’ve got that depth of knowledge.”
Real-World Relevance
Brad Knight reflects on how this approach applies to their work in grain marketing and handling. While their team excels in that area, they’re seeing increasing challenges on the farm side of the business. This makes those long-term relationships even more critical—because when new problems emerge, they’re already equipped to help.
The Takeaway
‘Strong client relationships aren’t just about being there when things go wrong—they’re about being there all the time. By investing in those connections during the good times, you build a foundation of trust, knowledge, and readiness that pays off when it matters most.’