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The Value Triangle: How To Manage B2B Expectations

The power of asking for priorities.

Cover photo: @jerrysilfwer

The value tri­angle is a script for man­aging B2B expectations.

We all find ourselves in situ­ations where we must deliv­er value to someone else. You could be facing your boss, your cli­ent, or your coworker.

It’s chal­len­ging, but the con­ver­sa­tion won’t be more man­age­able if you post­pone it until after the delivery.

In short: It’s essen­tial to man­age expectations. 

One power­ful per­sua­sion tech­nique is to ask for cla­ri­fic­a­tion regard­ing pri­or­it­ies using the value triangle. 

Here’s how the value tri­angle works:

The Value Triangle

Negotiate and man­age expect­a­tions by learn­ing the Value Triangle:

If someone wants some­thing CHEAP and FAST, they can­’t ask for it to be GOOD.

If someone wants some­thing CHEAP and GOOD, they can­’t ask for it to be FAST.

If someone wants some­thing FAST and GOOD, they can­’t ask for it to be CHEAP.

Learn more: The Value Triangle: How To Manage Expectations

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Read also: The Engagement Pyramid


Please sup­port my blog by shar­ing it with oth­er PR- and com­mu­nic­a­tion pro­fes­sion­als. For ques­tions or PR sup­port, con­tact me via jerry@​spinfactory.​com.

Jerry Silfwer
Jerry Silfwerhttps://doctorspin.net/
Jerry Silfwer, alias Doctor Spin, is an awarded senior adviser specialising in public relations and digital strategy. Currently CEO at KIX Index and Spin Factory. Before that, he worked at Kaufmann, Whispr Group, Springtime PR, and Spotlight PR. Based in Stockholm, Sweden.

The Cover Photo

The cover photo has nothing to do with public relations, of course. I share for no other reason that I happen to enjoy photography. Call it an “ornamental distraction”—and a subtle reminder to appreciate nature.

The cover photo has

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