Are you selling a service or a product? Is your product that pile of specifications and drawing sets? Is your service the ability to bring a client's vision to fruition?
If you're like many design firms your sales discussions waver around both of these issues. In many conversations it is the client's understanding of what they are buying that drives this discussion. Your business development team will benefit from understanding the differences associated with selling a service vs. selling a product. In addition, those strategy discussions that take place during planning sessions will also benefit from understanding the difference. For further discussion on the differences and the implications check out this article: Burns-Millyard, Kathy. "Difference Between Marketing Products & Services." Small Business - Chron.com, https://smallbusiness.chron.com/difference-between-marketing-products-services-650.html 07 March 2019.
