那天我与内地设计协会的会长对话了一个小时。

他说：“协会几千个会员，大家越来越累。项目少了，价格低了，设计师都在卷。我作为会长，不知道怎么帮他们。”

我问他：“如果有一个会员不再卷价格了，他做对了什么？”

他想了想：“可能是他找到了别人替代不了的定位。”

我又问：“那协会有没有帮会员做过这件事 - 找到他们‘替代不了’的那一点？”

他沉默了。

然后说：“我们一直在请人讲‘怎么接单’、‘怎么报价、怎么案例分享、怎么项目管理’，但从来没教过他们‘怎么让别人非你不可’。”

那天我们没有谈协会的运营。我们只做了一件事：列出一个清单 - “如果我是会员，我最希望协会帮我解决的三件事”。

第一件不是“介绍项目”。

是“帮我说清楚，我到底比别人好在哪”。

如果你也是‘越卷越累、越累越卷’ ，与我联系。一起找到问题的根。你的时间与精力，应该花在高回报的目标上。

(案例已脱敏，经本人同意分享)

 

徐敏聪
成果教练 ｜为赢而练
我帮创始人及CEO先赢，再长。

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The other day, I had a one-hour conversation with the President of a major design association in Mainland China.

He said, “We have thousands of members, and everyone is getting more and more exhausted. Projects are fewer, prices keep dropping, and designers are all stuck in intense competition. As President, I really don’t know how to help them.”

I asked him, “If one member stops competing on price, what have they done right?”

He thought for a moment and replied, “Perhaps they’ve found a positioning that no one else can replace.”

I asked again, “Has the association ever helped members discover that irreplaceable point?”

He fell silent.

Then he said, “We’ve always invited speakers to teach ‘how to win projects’, ‘how to quote’, ‘how to present cases’, and ‘how to manage projects’… but we’ve never taught them how to become someone others simply can’t do without.”

That day, we didn’t talk about association operations. We did only one thing: made a list, “If I were a member, the three things I most want the association to help me with.”

The first item wasn’t “introduce projects.”

It was “Help me clearly articulate what makes me better than others.”

If you’re also feeling “the harder I compete, the more exhausted I become”, feel free to reach out. Let’s uncover the root of the problem together. Your time and energy deserve to be spent on higher-return goals.

(Case anonymized, shared with permission.)

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David Tsui

Result Coach | Coached To WIN

Helping founders and CEOs WIN, then GROW