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Opportunity Compass

How to tell an opportunity from a distraction

A “void of maybes” is a special kind of hell where you are totally free to make any decision with your price or marketing, but have no way of knowing whether that was good or bad decision. Sound familiar? This topics should provide some orientation.

Value communication

On Wishes and Cobras

“May your every wish be granted.”_Ancient Chinese curse Wishing is a dangerous business, especially when our context is so different from the one clients we want to reach actually experience.** It’s human nature to not really understand what we actually wish for, and all of the ramifications of such a wish Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Personal Polaris

“May it be a light to you in dark places, when all other lights go out.” J.R.R. Tolkien, The Fellowship of the Ring Because of its location In relation to Earth’s north celestial pole Polaris, aka The Northern star, is famous for holding still in our sky while the entire Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Stuffed with money

In a certain corner of the marketing industry, there is a famous cliche: “Don’t be afraid to be pigeonholed, pigeonholes are stuffed with money”. Like most cliches, it’s tediously overused and seems too simple to be true. But let’s play a little devil advocate here, and try to defend it Read more…

By Filip Fučić, 9 months9 months ago
Recent Posts
  • The Input Value Trap
  • Symptom of Value
Categories
  • Value communication
    • Client Motivation Theme
    • Comparing Yourself
    • Talking about Value
    • Opportunity Compass
    • Getting Heard
    • Value Measuring
  • Pricing
    • Price fairness
    • Pricing how-to
    • Pricing vs Billing
    • Going rates bad
    • Discounts and elasticity
    • Giving stuff for free
    • Input based pricing
    • Output based pricing
    • Pricing too low
    • Dangerous formulas
    • Pricing portfolio
    • Price lists
    • Broad-field pricing tactics
  • Negotiation
    • Negotiation how-to
    • Don't play their game, initiative
    • Profitability
    • Nothing for nothing
    • Asks and escalation
    • Up front payment
  • Confidence adjustment
    • Overconfident clients
    • Skin-in-the-game pricing
    • Building tangibility, references
    • Confidence correction how-to
    • Peacock principle, falsifiability
    • Showing expertise
    • Implying vs bragging
    • Tone of your voice
    • Pricing the problem, not tasks
    • Get clients to listen
  • Need adjustment
    • Value pricing
    • Proposals
    • Interest calibration
    • Probing beyond data
    • Symptom poker
    • Product ladder
    • Saying no, scope protection
    • Managing expectations
  • Leverage adjustment
    • Leverage correction how-to
    • Big world perspective
    • Smurfing
    • Walking away how-to
    • Unlocking leverage
  • Expertise is not interchangable
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