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Defining Scope
Manage episode 406407644 series 3553534
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What is scope and when do you talk about it with your client?
How to make it clear that you’re a consultant, not an order taker.
Scoping with (and without) value pricing.
The relationship between mastery, value and scoping.
Shifting from doing full implementation to strategy and project oversight (hint: it starts in the scoping meeting).
Quotables
“Push it back to: what is the desired business outcome here or the transformation you’re looking for?”—JS
“You can feel good about your services at a lot of different price points.” —RM
“It’s super important to scope last and not go into the sales meeting assuming that you need to find a way to convince the client to pay you to do your thing.”—JS
“We can all find a way to strip off the things that we really love and focus on just selling those.”—RM
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