Differentiating Yourself

Almost always when you are trying to reach new ground (obtaining a new client, seeking a promotion or additional responsibilities, getting a better job) you are competing with others. How do you distinguish yourself from the pack?

Here’s a list from Andrew Sobel’s Making Rain: The Secrets of Building Lifelong Client Loyalty:

1. Do It Faster
2. Do It Better
3. Be Different
4. Be Better Prepared
5. Reframe the Problem
6. Provide Unique Information
7. Establish an Emotional Connection
8. Be Readily Accessible
9. Listen and Learn Fast

I think that pretty much covers it. I highly recommend the book. Here are some links to other work by Andrew:

4 Ways to Deliver Value to Your Clients

Fair Game: 8 Principles for Making Your Competitors' Clients Your Own

Winning a New Client When There Is an Incumbent