by Allan Ward | Nov 27, 2008 | Value
People who purchase services see value in different things – many are non-monetary. In this article we’ll explore the concept of value and give you ideas of how you can create value in the eyes of your clients. How much is a can of Coke worth? In...
by Allan Ward | Nov 24, 2008 | Value
My brother sent me an email this week after reading the It’s A Performance article I wrote a few weeks back. He makes this comment. Saw this in one of your articles. “Even the best bands get it wrong on stage sometime, and I’m not suggesting you...
by Allan Ward | Nov 18, 2008 | Value
I visited an architectural firm this week and was impressed with the way they market themselves to their clients and make an intangible service become tangible. Read on to find out more. Our financial planning business has an architectural firm as clients. I...
by Allan Ward | Nov 17, 2008 | Value
A few years ago I read a great article by Parasuraman, Berry & Zeithaml called ‘Understanding Customer Expectations of Service’ from the Spring 1991 Sloan Management Review. The article looks at customers of service businesses and helps us understand what their...
by Allan Ward | Nov 12, 2008 | Value
I remember sitting in a lecture one night and my lecturer began to talk about service delivery as a performance. As a musician I was fascinated by the parallels between what I’d experienced as a musician, and what I did in my job. Have you ever been served by someone...
by Allan Ward | Nov 11, 2008 | Value
The hidden cues of value Our financial planning business has an architectural firm as clients. I visited them in their office the other day and was impressed by what I saw. I guess if you’re an architect it could be hard to sell your value to some clients. A lot of...
