The climb up the Value Ladder™ certainly has been high and far. By now, you’ve learned a lot through the Value Ladder™ process. Before we address advanced applications, cultural issues, and creating a value strategy, let’s revisit some key points:
The value revolution is alive and well. Clients are changing, have greater options, and are demanding custom solutions.
Many professional services have become commoditized.
First impressions happen only once, so improving your answers to client questions will help make a good first impression.
The Value Ladder™ process can help you compete on value.
Here’s where you stand after reading this far in this book:
You should have a better understanding of how to introduce yourself, your team, or your firm.
You have learned techniques for introspection and the creation of your Unique Value Proposition™ (UVP™).
You can identify your core business beliefs and philosophies regarding the solutions that you present to others.
You can define your unique process, an important way to distinguish yourself, by how you partner with clients to achieve their goals.
You can analyze your client base and consider client retention and growth over a lifetime and understand its value to you.
You can share client successes and solutions you have provided without betraying client confidentiality.
You can differentiate yourself from the competition in three ways: through your organization; your solutions; and, most important, yourself. ...