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Value: The A/E/C Industry’s Biggest Blind Spot?

Code: 13889-DL

List Price:  $0.00

List Price:  $299.00

Member Price:  $199.00

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Far too many firms struggle with determining and articulating their differentiators, benefits (not features!), and value. All too often, expensive off-sites and other meetings are held where principals, marketing staff, and others pontificate these topics without the benefit of external data points. If one of our primary challenges is establishing our value to command the fees we warrant (plus avoiding commoditization in some markets), then we must understand what our clients value and how they measure it. In this presentation, Rich will share tools and methods for gathering critical feedback from your clients and prospects, as well as how to apply the feedback to effect organizational change across many areas—including strategic planning, marketing and business development, and project management/delivery.

Learning Objectives:

  • 8 factors that impact the perceived value clients experience from your firm’s services—as well as a key metric that can be used to measure this.
  • How 4 key research tools can help eliminate value “blind spots” and elicit data that can codify your firm’s differentiators and value proposition.
  • Open-ended questions they can use when conducting client debriefs after both a win and a loss.
  • How to apply client feedback to their firm’s business development and strategic planning processes.
Product Details:
Author(s): Friedman Richard

Year Published: 2015

Number of Pages:
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