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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  August 23, 2011

Our Future Clients

A lot of folks are talking about Gen Y in the workforce.  One of my favorite people — T. Scott Gross — drills down on these kids as customers and how their expectations are changing what we sell and how we serve.

The biggest distinction:  what was value add before is an expectation now.  My favorite findings (and color commentary):

  • Thanks to technology, price comparison has gotten to a whole new level.  And don’t think that will slow down when they get older.  Prediction:  watch for your price and proposals to be passed around like popcorn at a movie.  Transparency anyone?  And it won’t matter how different the projects are.  Sigh…
  • Hustling is back.  Gone are the days that you get tipped even when you ignored the table.  These folks expect you to “work it”.  They are clear on how they make money (and are clear on how you do, too).  Prediction:  mess up and get ready to eat your fee.  You can tell a story, but be prepared to comp.  Free stuff for mistakes is the new normal.

Lots of other goodies in here.  Scott is graciously giving his report here.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.