How To Add More Value In Your Relationships

How To Add More Value In Your Relationships

“If there is one overarching, relentless trend in the client marketplace, it is this: Clients want more value out of their relationships with external advisors, service providers, and vendors. If you manage client relationships for your organization, how do you respond to this? The easy but suicidal way is to reduce the last term of the value equation-to lower price (value=benefits minus price). The best way to increase value is to increase benefits and/or increase your client ‘s perception of those benefits, not to offer discounts.”

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