Focus on broadening the objectives as much as possible to increase value.
Focus on broadening the objectives as much as possible to increase value.
When you see the client discussing extra job get inquisitive, try broadening the objectives. For example, if the client says, “We need better market share in the Northeast,” you should always ask, “Wouldn’t you want greater market share everywhere?” Or If the client says, “My team needs better delegation skills,” you should inquire, “What about the skills of their reports in accepting delegation and the culture of the organization in supporting empowerment?” You know, it’s relatively easy to broaden the objectives—and, consequently, raise the fees—by asking a few innocent questions.
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