Reform Your Language, Transform Your Firm

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Reform Your Language, Transform Your Firm

In business as in life, words matter. Relationships can rise and fall based on the language we use with family, friends, and colleagues. So too, the terminology we employ when talking with clients and prospects can produce powerful effects, especially when it comes to pricing and compensation. Instead of using the language of cost, we should be applying the language of value …

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Professional Buyers vs. Amateur Sellers: An Unfair Fight

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Professional Buyers vs. Amateur Sellers: An Unfair Fight

Have you ever read a book about pricing? For most professionals, the answer is no. The people who buy your services, however, have completed entire courses of study around pricing, purchasing, and strategic sourcing. When procurement managers walk into a pricing negotiation, they’re very well-armed. On our side of the table is an executive trained in client service, often accompanied by someone from finance. But a background in marketing and accounting is hardly the same thing as deep expertise price negotiation strategies …

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Now Declutter Your Business Strategy

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Now Declutter Your Business Strategy

Have you experienced the “life-changing magic of tidying up” your residence? Such is the promise of the Japanese art of decluttering and organizing.  The same exact principles apply to your business strategy. A firm that attempts to serve a broad swath of markets with a “complete” set of offerings has a cluttered business strategy …

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One Person Working, Two People Measuring

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One Person Working, Two People Measuring

Are you unwittingly cultivating less committed professional relationships when you tell the people in your firm that you trust them, then put in place dozens of ways of auditing how they work and how they spend their time … 

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Not Every Client Gets to Fly First Class

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Not Every Client Gets to Fly First Class

Do the people in your firm complain about an overwhelming number of simultaneous priorities? Does every task and client request have an ASAP attached to it?  Not every client has paid the price of a first-class seat in your organization, and your organization doesn’t have the human or economic resources to lavish first-class service on clients who only paid a coach price …

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