So, what is ‘value-add’? It’s anything that enhances the value of an existing value proposition. In other words, it’s anything that will make the value of the service you are providing better.

As a service provider you have specialised skills that you provide to your clients but there are extras you can offer them that benefit their business but that are not the core service they pay for. For example, your clients may appreciate you providing them with some free seminars on topical issues that are relevant in their business, or providing free research help in areas where you are proficient but they would be struggling – it may even be training or support on new software that you have extensive knowledge of. You could provide links to services they use such as Inland Revenue, New Zealand Companies Register, local council, Immigration New Zealand.

Have you ever thought of offering in-house support to a client – having one of your staff work in the client’s premises for a period (may be one day to one month) to support them with something. Your clients love knowing that your personnel are available and dedicated to them. It helps provide them with peace of mind and confidence that you ‘have their back’.

Remember that if you want to provide that little ‘extra’ to your clients that it doesn’t need to be all about professional advice - you should think outside the box and look for other ways you can provide additional benefits to your clients. The recent tragic cyclone that New Zealand has suffered has shown how hard it can be to quickly find information about services that are available. We also saw this after the Christchurch earthquake. Maybe your client has had a fire. Have you thought about providing a list of links on your website to all local authority, Civil Defence (CD), local hospitals, other emergency services, and insurance company contact details – everything in one place so your clients can find it easily – include lists of what CD should say you should have for an emergency. Maybe a list of things which a business will need to do after a disaster or even have some simple pro forma emails/letters that your clients can use to make an insurance claim.   

If you are lucky, and your premises are untouched by such an event, you could open your doors to provide work space and technology (if available) for your clients to use. If you want to do any of this, advertise it on your website and in your social media regularly, so your clients know that you really do have their back in any circumstances.

Adding value to the services you provide your clients can pay big dividends in the long run and help ensure the success of your business well into the future.