Expert knowledge is not a commodity – its value is too dependent on context. Therefore, it should never be priced using the rules for commodities. It may seem intuitive, but it actually brings additional risks and costs to both you and your clients.
If you spend a lot of resources on producing something, that makes it more valuable. Sounds reasonable, and I’m sometimes told it’s the only way to generate value. I disagree – a private island is valuable without any effort being spent on it. But it gets worse. It takes a Read more…
If I wanted to promote you, tomorrow, to some likely clients of yours, what exactly would you like me to say about you? You are good at your job? Do you have a lot of years of experience? All good, but I’m betting they heard that before, and they know they will again. Read more…
Let’s say somebody could clone your expertise into a similar person that does the job exactly like you but charges a much lower price. A real nightmare scenario. How could you ever compete with that? Turns out, as you are an expert, you might not even lose any clients at all. How? Well, the clients Read more…