"Price is what you pay. Value is what you get." --Warren Buffet
Who can really argue with Warren Buffet? "Price is what you pay. Value is what you get." Let that sink in for just a minute.
Many of us in professional services do not always take the time to reflect on this. We think more in terms of "doing" and "activity" than we do about outcomes and value. We think in terms of hours and the costs associated with those hours - as opposed to thinking in terms of business benefits.
As services increasingly becomes a bigger portion of the revenue mix for technology companies, effectively positioning and selling services becomes a more critical skillset for the PSO and its personnel to master. This complimentary white paper details four critical things every PS executive should be focused on for themselves and their organization.
Selling in terms of value positions you ahead of the competition. PSOs need to create a culture that focuses on value: defining, communicating and helping clients capture value. Enjoy the paper.