How to communicate perceived value in services: Positioning

12 February 2018

Services are more difficult than products to explain to customers, yet are simple to differentiate. This conundrum results in frequent mutterings of “our customers choose on price” and the wide disparities in... Read more >

Sales Growth: How to earn a price premium

9 January 2018

Frequently sales revenue is said to be low because competition undercuts. This is always a fallacy. The reason sales are low is because the competition was better at meeting the client’s requirements.... Read more >

Are you a trusted adviser?

23 May 2016

Being a trusted adviser brings additional income, attracts the best employees and the most enjoyable clients. ... Read more >

Australia: The future foretold

5 May 2016

As we know the world is teetering on the edge of recession. There are structural issues in all our trading partners. What does this mean for Australia and more importantly, WA? ... Read more >

How is the professional of the future using Artificial Intelligence?

2 May 2016

Professionals are employed because of the knowledge they control: “know – what” and “know – how”. Artificial Intelligence can save or collapse the professional firm.  ... Read more >

Looking beyond the window

22 February 2015

Roy Hill, an Iron Ore mine in the far North of Western Australia is on line to achieve lift off in September 2015 when its first iron ore fines shipments will occur.... Read more >

Objections in sales ~ why you should LOVE them

15 September 2014

When you are confronted with an objection in sales, do you think ‘great’ or do you cringe? Great sales people actively look for objections and so should you – here’s why and... Read more >

If you want to convert more sales, stop quoting

4 June 2014

For businesses seeking to increase sales conversion in a business-to-business environment it often surprises them when we say, “quote less”. Businesses crave the opportunity to quote as often as possible in the... Read more >

3 Key Ideas for Success

25 March 2014

1. Be ready for the future.     If 20% of your revenue in 5 years time had to come from a product or service that didn’t currently exist, what would that be?  This... Read more >

When should we send clients away?

6 December 2013

As experts, shouldn’t we explore the impact of our advice with our client?    If the answer is “no”, how can we say that our service adds value?  ... Read more >