Fair

An under-utilized concept in business is "fair." Too often we do what's fair for the customer, but not the company or vice versa. Yet, it's very simple to realize that fair must be truly fair to all.

If we undercharge for our value, over time we will devalue what we provide. It's human nature. If a customer, on the other hand is charged too much for what we deliver, in short order, that arrangement will end.

Instead we have to strive to be fair to ourselves, our company, our team, our family, our client and their customers. That seldom means cutting corners, over-charging, doing the minimum, being nice or being mean.

It simply means delivering what the client really needs at a price that fits that value and inspires you and the client to continue the arrangement. Sound fair?

Barry LaBov

LABOV Marketing Communications and Training

www.labov.com