The Rich Webster Show Q&A: Outcomes Over Deliverables, Charging Your Worth, Saying No, Ignoring AI
Feb 26, 2025
Join Patrick McAndrew, a moderator at the Life's Work event who specializes in business strategy, as he chats with Rich Webster about vital entrepreneurial insights. They dive into the power of selling outcomes instead of mere deliverables and challenge the notion of 'charging what you're worth.' Discover the 'Line In The Sand' test for client selection and the intriguing dynamics of turning down big money. The discussion even tackles the cautious approach to AI in business. Prepare for enlightening strategies that could transform your professional journey!
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Outcomes Over Deliverables
- Focus on outcomes, not deliverables, to understand client needs.
- Discuss what your work achieves, not just the tasks involved.
Commoditization vs. Value
- Emphasizing deliverables makes your service a commodity, limiting pricing power.
- Focusing on outcomes allows clients to see holistic value, justifying higher prices.
Value vs. Self-Worth
- Advocate for your work's value, not your self-worth.
- Determine value by considering client benefits, not internal feelings.