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The Friday Five

18th Sep 2015
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Here are some observations I've made from my work within the profession this week:

1. I hear that just because you can charge a certain amount for your services, doesn't mean you should. Do Apple doubt themselves this way?

2. I hear that value pricing is inappropriate for some clients. That may be true but partners never find out, they decide on the client's behalf ahead of time.

3. Marketing and Business Development are biased. They save their greatest returns for the hungriest firms with the strongest messages.

4. 'I'm out of the office for the next 2.5 light years with absolutely no access to electricity' says the email. So you have no mobile technology? You can't respond to people who want or need to talk to you from anywhere else?

5. Referral Generating 101: When you're speaking to someone who has an issue, use the phrase 'how can I be useful? Act on their answer.

To your continued success!

Martin

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