Why Clients Don't Value Your Ability

For many decades, in medical school physicians have been taught the “3 A’s” of a sound practice management. They are the 3 qualities that their patients will value most highly, in rank order of importance: Affability Accessibility Ability Regardless of whether your professional field is medicine, law, technology or finance, that same ranking applies to how you will be valued by clients, particularly in B2B businesses. For better or worse, your clients judge you (or your firm) primarily on a personal, visceral basis. First, they must like you (“Affability”), and then be confident in your commitment to them (“Accessibility.”) Your actual performance (“Ability”) will always be judged by clients

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