ValuClarity

Loren Fogelman consults to accountants and financial professionals, focusing particularly on weaning them off of the “hourly rate trap”. She has a great process for helping accounting professionals understand their value, build value-based programmatic pricing, and have great sales conversations with their clients.

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Daniel Hammond’s practice is centered around what he calls customer-driven leadership. In addition to leading a company with focus on customers. This includes the real, external customer, but also internal customers. I loved that perspective Daniel is passionate about building high-performing organizations with a customer focus

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Olle Ljundqvist is a founder of the Enhanced Recovery After Surgery (ERAS) society. ERAS is a collection of small changes to patient care, pre-, during-, and post-surgery. As Olle points out, most hospitals are already practicing several of them…just not as consistently as they should, not as measurable, and of course, not the rest of them. Getting a healthcare provider to increase compliance to 75-or 80% yields huge improvements in patient recovery, wellness, pain, and freedom from complications. Sounds great, right? Yeah, but the real problem is change management, and getting buy-in from administrators to nutritionists. It’s been an interesting journey for ERAS.

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Rod Collins is an author and keynote speaker whose work in organizational effectiveness is focused on changing organizations from hierarchies to self-guided teams of peer-to-peer networks. Democratizing work like this is the way of the future, according to Rod. I worked in a famous example of this kind of culture, and we discussed it in some depth. We also talked about how much more effective it is to have such teams focused on customers and customer value.

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Adam Kipnes has provided strategic consulting for his clients for many years. He believes in involving everyone in the process, but also in a very simplified strategic document, so that people use and live up to the strategies they develop together. We talked about the value of a strategic approach that works because it gets used, and also spent some time talking about his “100 day sprint” that clients are finding compelling and actionable.

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Mark Stiving is a kindred spirit — and we always have great conversations about selling value. This time, we talked about how Mark has captured some of his wisdom in his book “Selling Value. How to Win More Deals at Higher Prices”. We talked about the book for a bit (I recommend it, as I got the chance to comment on one of his draft manuscripts), but we also talked about how important value selling is in today’s world. Thanks Mark!

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Jac Arbour is exceptional, personally and professionally. He’s an author and philanthropist, all pursuits that derive from his excellence as a comprehensive financial consultant for his clients. His approach is to really know what drives each person he serves so that he can become a genuine partner. What a refreshing difference from other financial advisors who really sell point solutions, under the guise of “full spectrum”. Jac and I had a great conversation about what it means to be a true trusted advisor. Good stuff, Jac! Thanks..

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Bill Baer runs Baerclaw Productions, a video production company. As a former news-guy, with crews drawn from the news business, Baerclaw is driven by high quality, but has a production mindset.

Bill and I talked about how he helps his clients figure out which videos they should produce themselves (and how to produce them better) and also helps them understand why and when they need professionals doing it. He gave some great stories about how he works with his clients — not declaring he’s done until the customer says it’s done. Inspiring customer focus, Bill. Thanks!

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Jeb Blount’s new #1 Best Seller responds to our current rising prices environment with timely tools and research meant to help sellers and sales leaders achieve price increases without losing business, and while causing minimum harm to the relationship. Jeb shared some of his thinking about several types of price increase, and how to approach each one. Great Stuff, Jeb! Thanks for stopping by the ValuClarity podcast!

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Michael Walters is an old friend who I’ve attached climb in the Commercial Real Estate Business for a few decades now. I was in a business adjacent to that for one of those decades, and I’ve always found it interesting. This is a very relationship-driven business, but I wanted to unpack that term “relationship driven”. So many people think that it’s about personal affinity or the “liking” in “Know, Like, and Trust”. We explored how much more important the other two are…kind of. It’s far less important that they know you. You have to know their business, their aspirations, their situation. And credibility…the trust part, is critical.

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