Letters to AV Matters What follows is the original email that I published in the January 2012 AV Matters. What follows are some of the comments and perspectives that were emailed to me in response and my replies.  Outrageous Rigging Charges Dear Tom, I was hoping to pick your brain and discuss the ever-worsening effects [...]

How do you get customers to pay what you’re worth instead of lumping your company in with the so-called competition? How do I get my sales people to fight for the business instead of caving in on price? What’s Wrong With My Company’s Value Proposition?  Capturing value is hard, selling on price is easy  When [...]