At one of my recent workshops, the participants were discussing the difference between managing client relationships now versus ten years ago. A hand shot up: "Clients want twice as much value for half the price!"

I hear this lament frequently, and there's no question: Today's clients (often former consultants, law firm partners, or bankers themselves) are discerning, sophisticated buyers who tend to know exactly what they want and how much (they think) they should pay for it. So, to better working relationships with clients, I thought it would be timely to revisit the concept of value.

You can think of value in terms of core, surprise, and personal value, and how you can improve the clients' perception of the value you are delivering.

Core Value

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