Why Do Your Customers Pay You for Your Knowledge?
Last week, I focused on how your company gets paid for its knowledge. Today, I’d like to focus on why your customers are willing to pay you. This question is all the more acute given my post on Friday about the need to give away knowledge. This fact means that focusing exclusively on how you [...]
Exit Planning Exchange – Connecticut – 6/24/10 networking evening
XPX – Connecticut has a networking evening in New Haven on June 24.
Exit Planning Exchange breakfast – 6/14/10; “Finding Financing in Difficult Times”
Finding Financing in Difficult Times
The Role of Financial Executives in Exit Planning for Business Owners
The Role of Financial Executives in Exit Planning for Business Owners
Commercial Bankers Must Know the Owner/Manager’s Exit Plan
Commercial lenders must know the Owner/Manager’s exit plan.
Intangible Capital – Putting Knowledge to Work in the 21st Century Organization
Through our consulting business over the last ten years or so, we have seen the movement from the industrial age to the knowledge age accelerate. The inability of current accounting standards to keep up with this shift means that a recent look at the S&P 500 market value revealed that market value exceeded the book value of its component companies by 70%. Additionally, Ernst & Young data from 2007 showed 50% of the value of all mergers was assigned to goodwill and another 20% to other intangible assets. Intangibles are clearly an important factor in how businesses grow today.
The Office Building with a Personality
My building is a great example of how community can enhance a business that many others would consider to be a commodity (office space). How could you create a community for your customers and change the rules of the game in your market?
The Dilemma (and Power) of Free
In recent days, I have focused on getting paid for what you know. But, of course, there is another big story in the knowledge economy—one that is still being written. Basically, one of the challenging truths of the knowledge economy is that you will end up giving away a lot of your knowledge. Google’s search [...]
You Can Get Paid Many Ways for the Same Knowledge
As I continue the discussion of getting paid for what you know, it’s important to point out that the same knowledge can be sold in multiple forms. Remember Dianna Booher’s books? She gets paid many times in many different ways for the same basic knowledge. This strategy is not just applicable to consultants and speakers. [...]
Getting Paid Indirectly for Your Knowledge
For all the attention that we have paid to this point to direct sales of knowledge, many companies still get paid just for providing physical products. No services. No knowledge product. But don’t be fooled. These companies (or at least the ones that survive) get paid for their knowledge as well. This is very obvious [...]
