BEING GREAT VERSUS BEING GOOD
I’ve met people in professional services, that are prone to think that the bigger they get, the better their business will be. But there is proven evidence that superior performance is not critical to success in the services industry.
In one particular survey, clients rated “track record” 9th out of 17 attributes, rating it BELOW a sincere desire for a long term relationship.
Typically, neither your prospects or ours buy how good you are at what you do… but rather they buy how good you are at who you are.