I am up early this morning to catch a plane to meet with a group I am coaching. So, I want to write something short and to the point.
I have talked to you about the importance of “adding value.” I think even when I talk about it, I tend to think of it more from a legal perspective than a business perspective. I was reading a list of what businesses (our clients) want. I have edited it with my own thinking. Essentially our business clients want to:
- Increase revenue
- Decrease cost
- Improve productivity to accomplish either or both of the above
- Increase certainty
- Decrease risk
They want all these things to be done sooner rather than later.
When you are serving your clients and especially when you are cross-selling (I prefer cross-serving) you need to think about how you are helping clients achieve one or more of the goals above.
Have I missed anything from your clients’ perspective?