Focus on the Customer Needs
We can often get so focused on producing the job itself, that we lose sight of WHY a customer is getting the job produced. It’s not because they don’t have enough work to do or that they have extra money to spend. It’s because the job supports a business need. As you have your consulting conversations with the customer, talk about more than just the job. After all, the “job” is never going to shop with you again… but the customer and the company will.