Growth for Knowledge Professionals
Sustained, compounding, profitable growth comes from premium service, not marketing.
Develop your premium service offer to be deliverables of great utility within a trusted advisor relationship.
Then, leverage the 6 Revenue sources:
Loyalty
Spend to potential
Referral
Marketing campaigns
Inbound from search
Joint Venture
The Problem with Functional Service
Most deliverables are functional: technically proficient and tactically competent. Functional is the price of entry. It’s what most good Knowledge Professionals do; but, there’s no competitive advantage and the client is not engaged.
The Premium Service Advantage
What engages Clients is aligning the deliverable with their greater objective, or purpose. Think beyond the project scope: what is the Client’s idea of success and how can we serve that?
The answer is to add more value to the service in the form of a) strategic relevance, and b) enhancing the client's experience in receiving the service.
This generates engagement and Clients respond with greater loyalty, spend and referral. As a follow on benefit, this makes your marketing and search investments more productive.
In our first workshop we will model this with your existing Client list and service line.
Doug Stewart