It’s logical to believe that the quality of your client service sets you apart. Your firm—like all other professional services firms—sells services, and your fees are based on the time it takes to provide those services. But offering good services is just the baseline, not the end game; services are merely the instruments needed to develop, design and build great projects. To build your influence and attract more clients, it’s time to drop the emphasis on services and start to focus on outcomes.
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