Sometimes you can spend too much time focused on what the right answer could be, what the best offering should be, what the value add could contain, what the objectives should be...in the words of Martin Luther King Jr You don't have to see the whole staircase to take the first step. Think about this - from your experience how much new business is actually won from "value add" versus "who you know". It's all about relationships, everyone can value add but what everyone can't do, is be you and therefore who likes you. Contacts. Contacts. Contacts.

Good question -- it used to be that relationships trumped all -- today relationships are a big help -- but no longer are the key -- price is critical...way too often...but Value is the trump card

Value is a tricky thing…value is not universal, value is individual. In today’s cold world of bottom line business, people don’t take the necessary time to truly find out what is “true value” to a client or each individual client stakeholder. Smaller personal values shape the holistic value of a company. All too often people talk, instead of listen; people push agendas instead of evoking thought. Unfortunately too many people/companies focus on “contacts, contacts, contacts”, unnecessary relationship candor, instead of actualizing true contagious passion for creating innovation through uncovering and delivering tangible value. Companies will choose true value over any existing relationship. If perception is reality, then value is a form of perception. Thus, an organization that slings “value” should strive to take the necessary time to uncover what is value. Thus shape perception, to then become reality. That reality is the harmonious song the business world should strive daily to sing.

With clients (or the sponsor on client side), one issue is discerning value perceptions versus self-interest of the person/persons we are in contact with. In both cases they are going to make a decision because of a valuation, but it could be: more about "makes life easier" than "increases shareholder value", or anything in between. A CEO might want a robust slogan, or a new kind of target, while a marketing manager might want a better way to argue for more spend or a way to beat up on finance. [Yes, I'm cynical today, but sometimes that is where the sell comes from]. Ultimately, long term relationships matter, and they depend on PROVEABLE increased value. If that can be measured and you deliver, the welcome mat will always be there. Tom.

Long term relationships do matter. Unfortunately all too often people try and build relationships first before becoming a proven entity by delivering a predetermined quantified value. You can build a strong relationship someone who delivers (even if you can’t stand them) but can also quickly fire someone you like that doesn’t. Two Venti coffees always cure my cynicism.

Thank you. That's an important message. One of the lessons I got from that is to pay attention to the content of the substrate, that is: where you're airing your message. That dance on You-tube may be the most watched item in the world, but it's mindless entertainment. You might want to try to sell munchies there, but it's not a place to flash a message from a Presidential candidate. I also was [and never cease to be]amazed by Ben Franklin. Who'd have thought that he studied Talmud??? ["Ethics of the Fathers", otherwise known as Tractate Avot, chapter 4, mishna 1}

Why do you think curiosity is a by-product of passion?

Curiosity strikes me as being much more inate (and rarer) than passion. Passion is more about identification and emotion, then a decision to commit. With curiosity, you don't have a choice. Tom.

Thanks Tom - it was more a question as to why David thinks curiosity is a by-product of passion, as like you, I think curiosity is separate to the passion emotion. I agree that curiosity is something that occurs naturally (in-built survival mechanism) or is learned, however, I do think you have a choice as to whether you see your curiosity through or not. Some people are naturally very curious, others are not particularly, others are but are not brave enough/can't be bothered to see it through, whilst others learn from experience to be more curious...

good question -- I thibk if you are passionate about ideas and learning it fuels curiosity