Client ambivalence is one of the most misread dynamics in advisory work. I sat down with psychologist Dr. Larry Gard, co-author of The Ambivalence Paradox, on The Price and Value Journey podcast, and his insights inform this post.

Clients do not decide value by price alone. They decide it by whether reality matches what they were led to expect.

Professional services trains a lot of us the same way. We become excellent "put-the-vase-away" people who are accurate and dependable, when what our clients highly value is filling the vase with "flowers."

Disney Cruise Lines doesn't just sell cruises. They sell delight. The same is true for professional service providers.

How do you respond when your clients begin to exhibit signs of stress, budget constraints, or uncertainty? Here are six suggestions on how to remain relevant for your clients.

Intangible value is like a glacier: it's unseen and unrecognized, but it's the fundamental underpinning to how clients perceive your value.

Mistakes happen. Client perceptions of value received change. It’s how you handle them that distinguishes you as a professional of value in

Wanting to help everyone--the mindset of helping--is a strategy that will eventually run you and your business into the ground.