Love this Jon, the challenge is getting the client to understand your value and WHY you are different. Apple charge more and people are happy to pay more, the question is WHY?
For me, clarity is so important. Apple are so good at clearly showing their value and differences. Ryanair forced British Airways and other airlines to be clear about what they bring.
Another great article Jon. Thank you. I agree with you. Clarity is key. From the top down everyone needs to be able to clearly articulate the companies value. And believe it. We talk about owning your sand pit. If you play in someone else's sand pit you have to play by their rules (what they say is value) unless you become big enough to bully them out, but this means you are for ever in competition and fighting price wars. Your own sand pit, on the other hand, means your rules. You get to create and deliver relevant value to that sand pit alone. Cheers Jon. Keep up the good work.
Love this Jon, the challenge is getting the client to understand your value and WHY you are different. Apple charge more and people are happy to pay more, the question is WHY?
For me, clarity is so important. Apple are so good at clearly showing their value and differences. Ryanair forced British Airways and other airlines to be clear about what they bring.
Gah! I absolutely love this!!! Brilliant share Jon. This is something I'll definitely be popping in my 'skills briefcase' for future client meetings.
Now I want to know what else is in your 'skills briefcase' Gary!
Another great article Jon. Thank you. I agree with you. Clarity is key. From the top down everyone needs to be able to clearly articulate the companies value. And believe it. We talk about owning your sand pit. If you play in someone else's sand pit you have to play by their rules (what they say is value) unless you become big enough to bully them out, but this means you are for ever in competition and fighting price wars. Your own sand pit, on the other hand, means your rules. You get to create and deliver relevant value to that sand pit alone. Cheers Jon. Keep up the good work.