Strategic Questions to Consider:
How do you usually respond to the seventh Value Ladder question, "Why Should I Do Business with You?"
How does your (partner, team) respond to this same question?
How do you define the real value you provide to your clients?
Have you ever asked what your real value has been to them?
How would your clients define the real value you provide to them?
Do you consistently ask your clients how they will measure your success?
Are you currently measuring the real value you offer?
Are you documenting the real value, and how?
Understanding your real value is critical. This is an important concept for you to master. It requires continued introspection, quality dialogue with your existing clients, and asking for honest feedback on the value you've provided.