Be unique and sell

Posted on August 28, 2006 by Ed

There's an adage that goes something like "He who quotes the first number in a negotiation loses."

The same is true for legal fees ... when you quote an hourly fee, there will always be someone who is cheaper. 

I just glanced through a book, Blue Ocean Strategies ... A key piece of advice is not to think out of the box, or even break the box, but rather never put yourself in the box.

Eliminate your competition entirely. Be different. Offer something that your competitors don't or can't. Create something new that your clients need or want.  Think about what this might be in your own practice. If you can't think of what makes you unique, you've lost, you're really nothing more than a commodity to your clients and you may "soon" be out of business.

 

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