In part 2, Blair Enns shares how expertise, positioning, and value-based selling are inextricably linked. Learn why you should narrow your expertise and develop a differentiated POV that connects with buyers who value the value you provide.
You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively.
Selling professional services in a technology-powered, content-marketing-inundated world is evolving. Is your firm adjusting its approach?
We cover the leadership behaviors that shape growth-oriented cultures and separate the best firms from the mediocre ones.
Fear is the elephant in the room of many professional services firms, fear of not knowing an answer, looking stupid, making a mistake, or “failing” in some way. Jeff Munn, a recovering consultant turned leadership coach, tells us how to recognize and address this obstacle so your firm can realize its growth potential.
ESG will strategically impact professional services firms. Here’s how leaders can think about the ramifications to their firm’s positioning, demand generation, and employer brand.