Positioning Value

Reasons to Meet (Issue 490)

In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »

Follow the Steps (Issue 487)

In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »

Do Not Confuse Effort with Results (Issue 483)

In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title. Read more »

Playing to Space (Issue 476)

In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients. Read more »

Problem First (Issue 466)

In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution. Read more »

Globe Corner (Issue 441)

In which we are reminded to continue developing our personal expertise, investing in ourselves. “I wonder how this book store is different from the Harvard Coop and the other bookstores within two blocks of here?” Read more »

Your Signature Brand (Issue 431)

In which we are reminded that we can control and modify our personal brands. At the end of a dinner, I watched my companions sign their credit card slips. Read more »

So What? (Issue 419)

“Thanks for the discussion. I’ll send you a follow up note summarizing our conversation and next steps.” Sounds like a reasonable way to end a call, yes? “So what?” Read more »

Who Cares? (Issue 418)

In which we learn the value of asking questions about value. “Why are you doing that?” A daughter’s question to her father while watching him struggle with household task. Read more »

The Partner’s Question (Issue 417)

In which we see our value through the counsel we provide. “So, you’ve been working for a bank…. What the h*ll do you know?” Read more »