Not that you asked, but I have some things to say.

I was with my family today and speaking to a relative who is not in the IT industry. He asked the question "What makes your company different?" I answer his question with simple and accessible answers. Not only is what I say to him easy to understand as a concept, it is also factual and not just opinion. Where I can truly benchmark my company, I do. I give him fact based, empirical differentiators. And here's the amazing thing, he simply trusts what I am saying. He views me, correctly, as knowing more about the topic than he does. It could be debated as to whether I should be classified as an "expert", but I can without debate be classified as "knowledgeable." He has no base of knowledge and thus sees me as a expert, at least in relation to his own knowledge level of the topic. So....why is it that many IT decision makers (for future reference "decision maker" will be shortened to DM) require years for me to gain their trust enough for them t...