“Value is often a function of not agreeing, not being supportive, and not being a ‘yes person.’ How willing are you to disagree, question basic premises, and refuse impossible expectations?” (22).
“No one cares, really, about how good you are. Clients care about how good they are going to be when you’re done with them” (56).
“If you can’t articulate your own value, you can’t very well suggest value-based fees. Look in the mirror, and practice on the toughest buyer of all. The first sale is to yourself” (74).
“It’s not the buyer’s job to tell you about ‘needs.’ In well-run organizations, there may well be no pressing issues. It’s the consultant’s job to demonstrate need in improving the client’s condition through new and better performance” (135).
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