Mono, ON (Adam Jones) The competition to be the chosen supplier of services for the available customers is fierce. Businesses are unsure which suppliers will provide the best service. Customers are unwilling to invest in solutions that do not deliver the intended results.

Top performing suppliers will invest in an approach to ensure success of each project for each customer. Doing so will lead to high customer satisfaction, and repeat and referral business.

Price matters most when the seller BELIEVES price matters most. By focusing on results, the seller and buyer will both share appreciation for the value delivered. Once your clients sees that your approach is likely to deliver better, measurable results than the competition, they’ll be able to see beyond price

More companies focus on measuring results. This spells trouble for those vendors who try to compete as the low-cost service provider.

As Seth Godin says, “Competing on price is a race to the bottom that you just might win.”