If you are a firm that represents itself as an organization providing client outcomes under the banner of a Value Proposition, please ask yourself these questions: Is it my opinion or fact? Can I demonstrate it on a client’s financial outcome using credible data, or is it just my opinion? Do my competitors share the […]
When you are competing against a much larger brokerage firm on an account, there are several key strategies that you should employ to change the playing field and establish true relevance with the buyer. By focusing on the buyer’s business outcomes and objectives with real data and strategies, you can show the buyer how the feathers of the larger broker (“the Peacock”) are usually just for show. Larger buyers want results and improved outcomes, not another flashy display of features and promises.