Toptal

Executive Summary How to differentiate yourself in a crowded market Make your clients smarter. Engage in client discovery—ask a lot of questions. Create a repeatable, successful process through the use of best practices. How to get clients to see that differentiation Give your thoughts away for free. Amalgamate your past learnings into the medium where you think your client resides—slide decks, blog posts, etc. Clients always need customization, so giving it away for free will not mean less money for you but will provide you with more opportunities in the long run.

“Give it all away for free.” That was the response from Steve Blank, the father of modern entrepreneurship, when I asked him how to get consulting clients.

My brain hurt a little. I’m a consultant trying to get people to pay me for my ideas. Why would I give them away for free?

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