By Reed K. Holden, D.B.A.
RainToday.com Note: As part two of a two part series, this article continues exploring how to escape "the commodity trap" (see Part One). Some buyers choose professional services providers on the basis of price alone. Read on and discover how you can get these buyers to realize the value of your services -- and pay for it.
The first step in delivering value to the client is targeting important aspects or inefficiencies within their business operations, where new or enhanced service solutions can offer tangible business improvement. These solutions have to provide differentiated value; that is, not only do they have to be more than replications of competitive offerings, they have to be valued by client. Such differentiation is the first step to gaining pricing power.
The next step is creating tangible and measurable value propositions that both demonstrate an understanding of the client's real business problem. Understanding of the client's business challenges drives the client's willingness to open a true business dialogue, giving the provider a chance to sell a valuable solution.
Members-Only Premium Content 
Want to read more? Try our Risk-Free 7 Day RainToday Membership Trial with access to:
- Free Webinars: Access all recorded webinars (full members attend all live webinars free).
- Free Tools and Guides: Receive all how-to guides and tools sold in the RainToday Store free.
- Research and Reports: Receive 20% off all research and benchmark reports.
- 1,000+ Articles: Access over 1,000 professional services marketing, sales, and leadership articles.
- Exclusive Premium Content: Access members-only interviews, templates, and case studies.
Already a Member? Sign in below:
(Note: Do not press the "Enter" key. Instead, click the "Login" button with your mouse to sign in.)
