In this blog I write for people who sell professional services – people who sell knowledge or expertise. I frequently talk about how this can be somewhat intangible to the client and how we need to find ways to make the product more real. Ways this can be done include building trust with the clients and…
People who purchase services see value in different things – many are non-monetary. In this article we’ll explore the concept of value and give you ideas of how you can create value in the eyes of your clients. How much is a can of Coke worth? In Australia, it could cost you around $2 if…
My brother sent me an email this week after reading the It’s A Performance article I wrote a few weeks back. He makes this comment. Saw this in one of your articles. “Even the best bands get it wrong on stage sometime, and I’m not suggesting you control the service delivery so tightly that the…