When you fully grasp an approach based on value,
it transforms the way you sell and communicate your expertise
COMPANIES
Across most professional sectors there are three unmistakable trends:
1. Commoditisation of services, where clients expect more and more at less and less cost
2. More pre-sales effort in a hesitant marketplace, with clients often re-tendering work to collect ideas, which then get implemented in-house
3. Constant need for innovation: reinventing services, keeping a step ahead of client need
A value-centred approach enables a company to command premium prices, counter commoditisation, steer clear of servant relationships and innovate at the level of service, not just at the level of product-development.
INDEPENDENTS
Today’s independent professional faces several challenges:
To be more compelling, particularly in crowded markets;
Being respected as a partner by your clients and not just their servant;
To have a lot more energy, to stay ahead of ever-more-demanding clients;
Getting others telling your story and opening doors for you;
So that you can focus on key clients vs. constant marketing and self-promotion.