How to Create Greater Value

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If you want to move from transactional to consultative, here is where you start. Spend More Time in Discovery: Spend more time in discovery understanding your dream client's real needs. You want to understand the needs that they know how to express, and you want to understand … [Read more...]

Be the Value

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Value is in the eye of the beholder. There are lots of different ways to think about value. But you can be the biggest part of the value proposition. Your Business Acumen You create value by understanding fundamental business principles. You understand how what you do is … [Read more...]

Your Client’s Value Lens

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Your dream client views the world through their own lens. They see the world through the framework of their industry, their business model, their own business, their challenges, their opportunities, and their experiences. The individual stakeholders within their company each have … [Read more...]