Those of us who live by the billable hour occasionally get an unpleasant surprise when a client challenges an invoice. This is just one of the more glaring examples of failure to ensure that our notion of value was well-aligned with the client’s definition. Things we value – such as the time we spend on a matter, the years of expertise we have acquired or even office locations are mere features and completely fungible to our clients. Even a benefit a client receives – such as a favorable outcome in a lawsuit – may not translate directly to value.
via www.maximizeclientrelationships.com
This concept is at the center of everything I do with my clients. We look at what their best clients have come to value over time and then build the core marketing messages and strategies around that.
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