Susan's Blog
Dial Down These Risks to Your Company
How many times have you said, “We charge by the hour because everyone in our industry does it”? Maybe you’ve said “Clients understand hourly billing.
3 Pricing Models Zero Accounts Receivable
Once you’ve set your goal to achieve zero Accounts Receivable (AR) in 2026, you have to predetermine the fees for your work. That means no
Overcome Objections to New Payment Terms
“We can’t require payment at time of purchase.” Many owners tell me this. Why? It’s not how our industry works. Buyers won’t stand for it.
Resolved: Zero Accounts Receivable in 2026
Is this resolution just another fantasy, like losing weight and getting healthier? Like 3xing your revenue? Like scaling? I don’t think so. Resolving to completely
Know What’s Right for Your Company
I’m a solo consultant making a very comfortable living. So, I must know exactly how to make money, right? Unfortunately, that hasn’t always been true.
How do we charge for advisory services?
“How do we charge for advisory services?” Three CPA firm owners and a business lawyer asked me this question in the past two weeks. They
Company Ecosystem Out of Whack? Adjust It!
Do you rely on a personal routine every day? Things like getting dressed and ready for the day, making the bed, getting to your desk
These 6 Practices are Costing You Money
Doing the wrong things is expensive. It may surprise you to learn that IMPACT Based Pricing does not begin with the prices or fees a
Trust yourself and clients will trust you
A CPA a few years into owning his own firm called me to talk about pricing. He described his pricing practices including his Terms and
3 Landmines that Hurt Client Relationships
A bewildered accountant called me last week. He told me that a client got really angry when his firm sent a notice of a price
Build Your Knowledge Firm to Scale
Scale and growth are not synonyms. Does it really matter? Only if you want to increase the value of your business. Company valuation is closely
Losing business You Thought was Locked In?
Owners and CEOs feel anxiety about many losses: “I’ll never have the revenue I thought I would have.” “This (the speed of changes)terrifies me.” “I