adding value

It’s becoming a buzz phrase in professional services to say “We add value to our clients” but what does this really mean?

Many point to technical expertise.  I think it’s more than being an expert. Technical expertise is getting ever closer to being a ‘given’ – relatively unimportant in deciding whether you should be appointed or retained over a competitor.

More important is your ability to connect.  To listen.  To provide fresh insights.  To make connections.  To lead.  To build networks and communities.  To become a central figure in your clients’ sector.

In a nutshell, to be relevant.

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