Pricing Myths There is an enormous amount of myth and mistaken thinking in the professional services arena around pricing and fee structures. Myth: It's a price sensitive market Reality: It is a value sensitive market Myth: Start cheap to enter the market and capture your [...]
The most consistent request for coaching from members of the Coaching & Mentoring Program is how to handle questions on price and fees. My advice remains steadfast: You are not a sycophant, and you are not subservient - be a peer of the buyer. It [...]
Gary Hamel: Boston Business School symposium In late February 2009, Gary Hamel made a presentation to a Boston Business School symposium. The major points: Management is bankrupt. We are looking for our employees to innovate. Our customers are not number one. Our employees are. The [...]
Making work fun starts with the CEO What an amazing piece of PR. You have to admire the energy and enthusiasm of these leaders at the MDA. I wonder if MDA has a culture and environment that promotes buy-in, commitment and enthusiasm amongst staff?