Great clients want you to lead them and will pay more for the privilege

Order taking is what you did working the drive-thru in high school, not what great clients expect from you as a professional

Scenario: Many service firms start new client conversations by sharing their hourly rates and asking what they need, undermining themselves from the start.

Insight: The best clients are looking for true expertise and leadership. They want a team that will show them the way forward. Not order takers.

Action: Your firm must set expectations from the point a potential client discovers your business and continue driving the bus throughout the entire relationship. Clients need to know HOW you work before you begin.

Want to learn more? Check out the latest edition of Better Outcomes.