If you were to walk in the back door of your dream client’s account and speak to one of the contacts who cares about what you do, would your competitor have reason to be concerned? Should they fear your very presence inside the building as an…Continue Reading
People believe that the way to determine whether something is cheap or expensive is to look at the price, oftentimes comparing the price of one offering with a similar offering. While price can sometimes be a factor, it generally has less to do…Continue Reading
You are competing for a prospective client’s business. You know there are two other companies being considered, both of whom, like you, could do good work were they awarded the business. You have all done discovery, developed a solution and…Continue Reading
What you are willing to be accountable for is a large part of how your client perceives you and the value you create. If you want to be considered something more than a vendor or supplier, increasing your accountability will move you up levels.
You want to be your dream client’s peer, a prerequisite for being consultative, a trusted advisor, and a strategic partner. You want them to respect the fact that you have something to offer them. But you may unintentionally be signaling…Continue Reading
A Zen Master I know, Genpo Roshi, wrote a book called Spitting Out the Bones. The book title is something his Master said to him about Zen. His Master told him that he must “swallow the whole fish and then spit out the bones.”
A lot of us, your…Continue Reading
The idea of a false dichotomy is that one is presented a choice of two ideas that are seemingly exclusive when they are not. It also leaves out other possibilities. The false choice forces the person to choose one to the exclusion of the other.