When 'œYou're Too Expensive'

September 4, 2009 · by Ava J. Abramowitz

Your client isn’t necessarily saying your services cost too much. Maybe you’re being told that you haven’t fully communicated the value you intend to deliver.

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Winning Work Isn't About Who You Know, But Who Knows You

More on the Buyer's Cycle

For more information on the "buyer’s cycle” and the concerns clients bring to the table, read Major Account Sales Strategy by Neil Rackham. Though not dedicated to professional sales, the book’s insights have compelling implications for architecture practice.

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