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Rod Aparicio

Perspectives.

Published over 1 year ago • 1 min read

Now, it’s been 10 days since my last email after 2 years of non-stop dailies. Was on a trip in India with a client and it brought some perspective (besides the jetlag that really messed up my rhythm 🙃).

It brought perspective about the level of impact. The scale of impact.

Here’s a shift in my practice. From a perspective of one, to a perspective of one who leads.

A small firm. A small business.

If you’re running one of these you’re at a disadvantage. Or are you??

I’d argue that running a small biz gives you a few advantages:

  • You can break the traditional pricing model(s) in your industry.
  • You have more flexibility.
  • You can take certain calculated risks bigger players can’t/won’t.
  • You can choose a specific focus.
  • You can make changes at a higher speed.
  • You can re-structure things in your own ways.
  • You can be pickier with who you serve.
  • You can develop deeper expertise.
  • You can ditch hourly.
  • You can reposition leaner.
  • You can focus on transformations (meaningful ones).
  • You can shift your sales culture.
  • You can scale up your ops.
  • You can increase your margins dramatically.
  • You can make a larger impact.

Yet, it won’t be easy.

You’ll have trade-offs.

And you’ll need to decide the way.

Rod Aparicio

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Read more from Rod Aparicio

"Companies need to sustain their operations, therefore, the customer needs to pay the price for it." Customers are not responsible for your operations. They don't care. They will NOT care. They're not supposed to. Customers are responsible for their own things. For their decisions. Good AND bad. What they pay (you) for is for the feeling of how your things help them closer to theirs. Your customers owe you nothing. So, just help them. They'll pay you gladly for your help.

about 16 hours ago • 1 min read

"My customers say my prices are too expensive. How do I justify the price to them?" Next thing up: you're looking up for features, benefits and arguments to make your customers see your value.How awesome you are. How you put a lot of effort, development and technology on making your thing. How passionate you are. Your credentials. Your certifications. All about you to make them change their mind. Finding the arguments to convince them. And you can't convince people. What you can do is figure...

1 day ago • 1 min read

Pre-S: Back on the horse (pt. 2). After some time off publishing and emailing (the writing —fortunately— didn't stop), we're back on the horse. Tricks are used to deceive people, with a purpose of entertainment (magicians), or for a personal advantage (selfish). How a lot of people see selling, pricing and closing deals is through a lens of tricks [mostly well-intended, though]. "I used all the tricks I know and couldn't close the deal. (aka. They didn't bite)" Think of helping, instead of...

3 days ago • 1 min read