Chaos disrupts, but it also reveals. Your clients and prospects have been upended, revealing new opportunities for you to add value.

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Another Way to Think About Value November 8, 2019 Sometimes business owners get confused about value. They think value is tied up in the product they sell or the service they deliver, and that’s where they think value begins and ends. They think that value is what a customer receives when they consume the product…

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Will the Last One to Leave Please Turn out the Lights? September 3, 2019 I started my career at J.C. Bradford & Co. , a Nashville-headquartered investment banking firm. By the time I joined the firm as a wide-eyed puppy, the founder and firm’s namesake had retired. He would make only very occasional appearances, as…

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What I’m Worth August 19, 2019 “I should get paid what I’m worth.” I hear this sentiment, and variations on it, from professional services providers whom I speak to about their pricing. “What I’m worth” is dangerous language for a B2B services provider. “What I’m worth,” in isolation, can easily get turned into “what I…

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