Don’t Be Seen as a Commodity: you don’t win by being cheaper
Don’t Be Seen as a Commodity: you don’t win by being cheaper  
Podcast: The Handcrafted Podcast: The Business of making things
Published On: Mon Feb 09 2026
Description: Invest in your growth! SummaryIn this episode, Paul shares a candid story from a recent mentor meeting that reframed how he thinks about clients, pricing, and positioning. After navigating a stressful corporate project that spiraled into missed expectations and rushed timelines, a simple insight emerged: when clients see you as a commodity, they treat you like one.Through real-world examples from both his own business and a mentor’s decades-long career, Paul breaks down why great makers must clearly sell what actually makes them different—not just the product, but the experience, service, and care behind it. This episode is a reminder that not every client is the right client, and that long-term success comes from being valued, not just hired.Key TakeawaysBeing seen as a commodity puts you in a losing position — once you’re interchangeable, price and deadlines become weapons.Corporate and third-party buyers often strip away your differentiators, reducing you to a line item instead of a partner.Your real value isn’t just the product — it’s communication, service, experience, and problem-solving.If you don’t clearly explain why you’re different, clients won’t assume it — especially new decision-makers.The right clients are willing to pay more for clarity, care, and trust; the wrong ones will always push back.Saying “we won’t be the cheapest, but we will be the best” only works if you define what “best” means.Selling apples-to-apples comparisons is a trap — your job is to show why it’s not apples-to-apples at all.If you’ve ever felt boxed in by price pressure, unrealistic expectations, or exhausting clients, this episode is your reminder: you don’t win by being cheaper — you win by being unmistakably different.Join the Network