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In this episode, I break down why clients buy the lowest tier but still expect the highest level of access, and what firms can do about it. I explain how to scope not just the work, but the delivery of the work, so you can set expectations around access, response times, and boundaries. I also share why selling higher levels of service delivery is more profitable than selling more work, and how this approach helps you serve fewer clients, earn more, and get your time back.
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