Five Steps To Getting The Fees You Know You Deserve - Know And Validate...
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Step Two: Know And Validate Your Value
I recently attended a roundtable discussion on branding with chief marketing officers of major law, accounting, and consulting firms. The speaker asked the audience, "What are the differentiating aspects of your services?" The response from the audience was uncomfortable silence.
If you and your colleagues do not know what is genuine and distinct about your services and what keeps your services from becoming a commodity, how do you expect the marketplace to know? To know your value requires deep and unnerving introspection. And, once you think you have your answer, it is essential that you validate it by asking the people who really know -- your clients.
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