The subjectivity of value works both ways. Value is highly personal and subjective but it is so to all parties on both sides of the buy-sell divide. Just as two different clients considering the same offering from the same firm will assign different value to that offering, so too will two different salespeople trying to sell that offering.
I think together we can make a few million dollars this week, quickly, simply. Use this simple email template that you can use to raise deals from the dead.
Do you know the one key to being a better pricer? It’s the ability to have a good conversation. Pricing success really does come down to your ability to encourage and navigate respectful dialogue.
Friends, have you ever struggled with how to write a proposal? Sure you have, but I’m here to help. After years of reviewing written proposals from hundreds of marketing firms and about a dozen years of writing my own 100+ page proposals, I give to you, The Can’t-Miss, Killer Proposal. Read this before your competitors
The role of storytelling in your positioning in articulating your expertise — where it enters into your positioning, and being able to demonstrate your model so that when the prospect is engages and asks the question “how would this work?” you, won’t totally blow it.
Why do agencies get themselves into these situations where they feel they have to take work on onerous terms, where they have to put up with procurement’s powerplay moves and where they have no power to affect price?
Many of your proposals fail because the client isn’t sure what they would be buying. One of the first pricing principles I address in Pricing Creativity: A Guide to Profit Beyond the Billable Hour is the idea that there are three things you can sell and price: inputs, outputs or value.
I bet I can guess your Why. What I mean is, if you are one of the millions of people who have been moved by Simon Sinek to “find your Why”, as articulated in his TEDx talk and book Start With Why, I’m pretty sure I can guess what that Why is. With only subtle
There is a period in everyone’s development, I believe, where they choose to be dismissive of New Year’s resolutions. If that’s you now, you’ll get over it. New Year’s resolutions are a perfectly valid mechanism for helping to drive change in one’s career, business or life, but most of them fail to achieve such change,
Confidence is not evenly distributed in the world. I recognize that I probably have more than is merited, but I’ve been at the other end of the spectrum, too, having once worked for someone who seemed to actively undermine the confidence of her subordinates as a means of building her own. I quickly discovered that
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