• How to differentiate yourself from the crowd
  • When you’re not the cheapest option
  • Fungibility

6:00: It has to matter to your client.

  • Different differentiations for each client

8:50: Marketing and customizing your proposal

  • Figure out who your competitors are
  • Niche down on a specialty or target market

15:40: What are you offering that others aren’t?

  • Training
  • Tangible and intangible benefits

20:20: Developing a compelling value proposition

  • Eight ways to add more value

22:00 Back it up with proof

27:00: Six categories of differentiators

  • Predictable cost
  • Risk mitigation
  • Concierge service
  • Vertical specialization
  • Urgent service
  • Shared worldview

32:15: Commoditization

  • Be choosy
  • Be passionate
  • Use trial and error

42:15: Freelancing vs consulting

  • Different mindsets
  • Work your way up
  • Let your differentiation develop over time


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