I used to wonder how potters could charge so much for their pots, until I took up pottery as a hobby.

Then I saw just how much work went into producing a pot fit to actually use.  

Not just the effort of preparing and shaping clay, the effort wasted because of the unpredictability of the firing process. More often than you might think, pots break or crack in the kiln. They stick to each other, or the glaze doesn’t behave as expected.  Depending on the complexities of the design, a potter can easily one pot in every three. Especially when they’re trying new ideas.

I wondered then how they could charge so little.

I would never have known this had I not gained my ‘insider’ view. It changed forever how I judge the prices of studio vs manufactured ceramics.

Which means that a brilliant way to help your prospects and clients to truly understand the value you bring is to show your work.   To share the process by which you create that value. Warts and all.

But before you do that, make sure your entire process is clearly and genuinely focused on delivering value to them.

Otherwise you’re simply giving the game away.

Discipline makes Daring possible.