Pick Projects With a High Chance of Success
Choosing to work with 2 confident, capable leaders inside a client organisation, rather than 2 who need constant hand-holding, often builds early wins that inspire the rest of the team to follow.
Make the Client Self-Sufficient
Focusing your services on empowering a client's own employees to handle commodity-level work frees you to operate at the top of the value ladder, while also overcoming the myth that only outside experts can do the job well.
Train Others to Carry the Work Forward
Working closely with internal marketing directors or coordinators to keep momentum going even when you are not physically present effectively multiplies the return a client gets from working with you.
Final Thoughts
Operating at the top of the value ladder genuinely improves both your client's results and your own profitability, but it requires thinking and working differently than commodity-level service allows. Pick one current client relationship and identify a single step you could take to move it higher up the ladder this quarter. Small deliberate moves like this compound significantly over a few years.
