Thought Leadership Resources

#70 How can you protect your clients’ blind side?

One of the keys to success in professional services is to move from transactional services, in which you perform a function in exchange for payment, towards becoming a trusted advisor. As an advisor, the work is more interesting, it pays better, and you’re less likely to be undercut by a competitor who lowballs a fee in order to grab the business.

The right content strategy can get you there.


#58 Content to meet your business goals – like, getting you into projects early

If you’re like many of the business professionals I work with, you have a pressing need to build strong relationships with your clients, so you can get more repeat engagements without having to constantly hunt out new clients.

One way to do that is through standing out as offering something extra.

#57 How to reach potential clients by being a podcast guest

Suddenly, podcasting is hot. It’s taken a combination of smartphones that can download online files easily, earbuds and noise-canceling headphones, easy-to-use recording hardware and software – and not the least, places like iTunes and Stitcher to make one’s podcast findable online. But podcasting has moved from geeky to cool, when it comes to getting your ideas in front of potential clients.

#56 How you can attract buyers of your ‘me-too’ service

Do you offer services that can be filled by other business professionals? Almost certainly, yes. If your service is so narrow that there’s no competition, there’s probably not much of a market for it either.

So how do you give clients a reason to choose you over a competitor? The procedures you follow may be the same – and may actually be dictated by regulations or professional practice. Your pricing is about the same. So how do you stand out, and also avoid a race to the bottom regarding your fees?
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