John Ray, Ray Business Advisors, LLC

If you've just left or are considering exiting that corporate job to start your own business, here are few fundamentals it helps to recognize as soon as you can: https://lnkd.in/dXMVzh6. #corporate #entrepreneurship #professionalservices #value #pricing

Looking Forward, Gratefulness, Lottery Tickets, and More - https://mailchi.mp/f9bac48ed756/dec_2020_john_ray_newsletter

What worthless lottery tickets and professional services have in common: https://www.raybusinessadvisors.com/value-in-a-worthless-l/. #value #pricing #professionalservices

"While business leaders can’t control the virus, they can re-imagine how to build meaningful connections from home and transform culture by actively shifting the focus away from the negativereframing perceived losses, to instead consider what might have been gained. Leaders can reflect on how this pandemic has pushed their organizations to evolve more quickly than many would have thought possible and, in doing so, realize all the ways in which their business wasn’t adapting ...prior to Covid. "It is possible for us to grow stronger through this challenging time. To be forced to dig deep inside ourselves and uncover that hidden wellspring of resiliencethat ability to rise in the face of an obstacle. Relationships can deepen through shared struggles and knowledge can be gained in recognizing all the changes we still need to make to thrive in this new and unfamiliar reality. . . ." Just a small taste of a rich article; read it all at the link below. #leadership #management #value

November 2020 Notes from My Desk - https://mailchi.mp/ea8a27ec5f37/october2020-4650192

Your goal is make a sale. The prospect with which you're engaged has a much different perspective: they are exploring possibilities, the probabilities of success, and whether it's worth all the hassle to make a change: "You are trying to move forward in the sales conversation. . . You want to pull results forward in time, and that means moving the conversation forward effectively. "Your prospective client has a different goal: learning and understanding why they are experien...cing seemingly intractable challenges and problems, and what it might take to improve their business. . . . "The speed at which you might create and win a new opportunity is the direct result of how well you serve your client during their experience of considering and making change. Your drive for speed can easily cause you to leave your client behind you in the sales conversation, but you can never go faster than your client and still win their business. . ." If you don't manage the velocity of your side of the conversation effectively, you could miss out on the sale, of course. Even if you make the sale, though, you may not understand your client's perceptions of value. And if that's the case, your pricing is almost certainly off. #value #pricing #professionalservices #businessdevelopment