Check out Dr. Heidi K. Gardner’s latest article: a piece for Business Express that explores the business case for smarter collaboration. Here’s an excerpt from this article:

“The kinds of joined-up, comprehensive solutions developed through collaboration not only create the ability to spark more sales and revenue with your existing accounts: they are also tied to higher profit. As you start working with higher-level individuals within your client, and the C-suite in particular, your work becomes more valuable and higher margin. Further, growing your relationship with existing customers costs less than capturing business with new customers. It’s a true win-win: higher margin work with a lower cost of sale.

Generally speaking, ‘moving the client to the right’ takes you out of the commodity game and into the domain of differentiated offerings.”