Shifts In Your Continuum

So many business images

This week at various roles, I was struck by shifts in the continuum of work. Without getting into details that will remain private for reasons of business, things are starting to change as we ramp up, and start to re-examine the way we do things.

Or, in hopefully less obtuse words...

> You can either be easy to work with, or hard. Most of us try for easy, but easy also might extend to pricing, at which point easy starts to become untenable.

> You can make what you do seem simple, by eliminating any mention of nuance or detail, or complex, by itemizing and communicating every small point.

This usually falls into a middle ground, or changes as your relationship with a client moves away from implementation to maturity, but once again -- you run the risk of making your service seem less valuable, or maybe even setting up the basis for replacing you with someone else. Simple and easy doesn't always translate into hard to replace and valuable.

The key to all of this is, of course, an effective read of your audience. Technical roles generally want the details, while creative types want the overview. But that's not always true, and very few people want to get into the weeds for stuff that's outside of their lane.

The best time to set your place in a continuum is early in a relationship, so you aren't giving up leverage, but that's not always possible due to other factors. Knowing when you can change the rules a bit, especially with existing clients that are used to certain rates on payment and turn, usually takes a leap of faith.

Faith that what you are providing is as valuable as you think. Faith that the read of your worth matches what the client thinks of you. Faith that the details that you cover matter to your client, that the merits of your speed or your competitiveness are game changers and separate you from competitors.

It's not easy. Or simple. But if your place in the continuum never changes, that means your business never changes, either.

And businesses that never change?

Tend to change in dramatic and unfortunate ways.

* * * * *

Feel free to comment, as well as like or share this column, connect with me on LinkedIn, or email me at davidlmountain at gmail dot com, or hit the RFP boxes at top right. RFPs are always free, and we hope to hear from you soon.