January 11, 2017
Back to basics -> my guiding principle
The last dozen messages or so have been focused on specific tactics that you can use to leverage your expertise to create extremely high value and high profit offerings.
There have quite a few questions about these tactics, which I think I can best be addressed by shifting the conversation back to basics.
Here is my #1 guiding principle for building a thriving software consulting business:
Delivering 100% client satisfaction is the only thing that really matters.
All of my tactics are designed to be beneficial to the client first, and beneficial to me second.
- The Why Conversation is in my client’s best interest.
- Value pricing is in my client’s best interest.
- Productized services are in my client’s best interest.
- Retainer engagements are in my client’s best interest.
- Paying 100% up-front is in my client’s best interest.
- Being the most expensive option is in my client’s best interest.
- Refusing to negotiate price is in my client’s best interest.
- Focusing on outcomes instead of deliverables is in my client’s best interest.
- etc etc etc
These things are not tricks designed to screw my clients!
I genuinely believe - and can confidently articulate - why each and every one of these tactics is good for them.
Until you internalize the belief that these tactics are in your client’s best interest, you will be confused about how to convincingly execute any of them.
We clear? Great. K, moving on...
Tomorrow, I’ll share a key understanding that is fundamental to increasing your profits.
Yours,
—J