Relationships or Specifications?
It’s a fact which doesn’t sit well with some: the work itself doesn’t matter quite as much as who is doing it. Especially when we’re talking about service businesses. People buy based upon your likability — not whether you’re the absolute best, or whether you’re the cheapest. At first glance, this seems unfair. After having this discussion with a few folks, I’ve realized that many more people disagree with this statement than I first suspected. Because, if all things were equal, shouldn’t someone hire for value — getting the best work for the money? Yes, if all else is equal. But things are not all equal. And there is a hidden, intangible value to relationships that often trumps specifications. Let’s…