All They Want Is The Cheapest
“We are very experienced in making X, we are very good at making X, we working very hard in making X; and now, all the clients care about is price”
They are only seeing price because they believe “X” is a commodity.
If what you do has turned into a commodity, don’t take it personal, it has nothing to do with how good you are at making X, if they believe X is a commodity, all they want is the cheapest.
You can try to change their belief or you can re-invent what you do instead, how about making “X 2.0″ or “Y” or “Z” or “xyz”?
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