About Selling High Quality Services

We need to get past the low bid mentality.

The message ought to remind people that a professional installation is important. That great quality will enhance the overall project with improved appearance and the apparent attention to details. We should drive home the idea that not all installations are equal, and that low price, while desirable for cost control, does not fulfill the client’s requirement for appearance, and for the image that they were initially wishing to convey. A marginal installation nullifies some of that message. Therefore the outcome is a compromise. The client does not achieve their intended goals. Often they give up thinking that it wasn’t possible.

We need to get past the low bid mentality. We need to address the unfulfilled goal mentioned. Our attention should be upon reaching the end user and also the designer. Both are intent upon the outcome and less upon the cost. Cost must be continually addressed, but it ought to maintain its appropriate place in the transaction. Achievement of the design and conceptual goals that first launched the project must supersede that. Only after we have determined that the process will achieve the intended aspirations of the owner can we focus upon the costs. If a cost does not achieve its intended goal, then why bother to expend it?

Business Ethics – Small Business Wins

You know… Small business has a nice advantage as compared to the big mega-conglomerate businesses. The small business can stay true to it’s original purpose.

Recently I’ve been watching the big guys: Apple and Volkswagen, just to name two for example, stumbling in various ways. Today the FBI is arresting managers at VW for their deliberate fraud in disabling the emission systems on their diesel engine models for better performance. As regards Apple the harm isn’t that severe, but they’ve wandered from the idea of providing simple solutions. It isn’t easy anymore to use the products they sell. The more complex they make the products, the harder it is to use routinely. Maybe I’ll write something more complete about that another time. The point is that they can’t stop. They have to produce a new something to cause the market to swoon and buy. Success at any cost.

So I have become disillusioned with regard to some of my favorite companies. They just haven’t been able to maintain their personalities as they’ve grown to oversized proportions.

Some of the problem is their need to appease stockholders. Some is because they sell worldwide and have to deal with governments throughout the world. They are required to compromise their values to appease many authorities. But I think that the main issue is the need for growth combined with outsized profit expectations. Continue reading “Business Ethics – Small Business Wins”