Lies, cancelled appointments, secret meetings, manipulation… My clients and I have dealt with all of these in recent weeks. Since they’re human behaviors it’s likely you’ve faced them too from time to time. So what to do? It’s of utmost importance that you know your values and what behaviors are the antithesis of them. For … Continue reading Take the money even when clients behave badly?
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Value is like a landscape not a monument
“What is the right fee or price for our services?” CEOs, Owners, finance, and sales teams ask me this question all the time. It’s my belief that these CEOs and Owners aren’t really asking about the price. They want to know how to think about how to charge for the value of their services. Once … Continue reading Value is like a landscape not a monument
Hello Great Fit Clients–Goodbye Weakness and Confusion
I see it time and again: when you try to be all things to all people, you’ll be nothing to anyone. Choosing one service model will eliminate you from consideration by people who prefer another service model. That’s what you want. Let them go elsewhere. You will make a successful business and a successful life … Continue reading Hello Great Fit Clients–Goodbye Weakness and Confusion
New Year New View — 2023 is up to you
This is not a post about resolutions! It is an article about how to see inside your company in ways that can help you grow in 2023. When you’ve been doing what you’re doing for any length of time, it’s hard to let go. That’s why resolutions for big changes don’t work. I live by … Continue reading New Year New View — 2023 is up to you
3 scam-stopping steps save time and your sanity
“So-and-so charges 20% less. I’d work with you if you lower your fee.” “Can’t you just throw in this one other thing?” “We really need everything in your gold level, but we only have the budget for the silver level.” “Loved the demo, thanks for putting it together. But we really don’t need that system … Continue reading 3 scam-stopping steps save time and your sanity
ONE fact every knowledge services firm should remember
What’s that fact? Knowledge services are built to get better: To become more knowledgeable to deliver more significant differences to clients. Why do you take CEUs? Or attend masterclassses? Read books? Go to conferences? To increase your ability to make a difference to clients. Why then would you feel obligated to something people call “price … Continue reading ONE fact every knowledge services firm should remember
How I use 3 tips to boost a business
As the featured Guest speaker at the E-Suite Summit last week I gave three tips for “Redirecting Your Business for 2023.” I thought, “hey, this is great for every knowledge services business owner.” So here we go. There are about three weeks left in this year. Make them count for next year with these three … Continue reading How I use 3 tips to boost a business
5 Gifts to Give Your Firm in December
December is a magical month! I don’t mean the holiday decorations, the cheery music, and the shopping! I mean the magic of looking both backwards and forwards at the same time. It’s the month when CEOS, Owners, and Partners are eager to take the deepest look into the business. Gift yourself and your business with … Continue reading 5 Gifts to Give Your Firm in December
Coulda had 1 million 3 years ago
Mel was both happy and frustrated. His company had just recorded the sale that put them $1 million ahead of the past year. In fact, it was ahead of the past three years since revenue had been stubbornly stuck that long. It was a great achievement—and yet, as he looked me in the eye, he … Continue reading Coulda had 1 million 3 years ago
Copy My Pricing Process to Increase Revenue
“I hate being ‘that guy’” The CEO complained to me that every single week he had to nag his professionals to complete their time sheets. They’re due one day after the week ends. “I threaten that their checks will be delayed. I offer rewards for anyone who submits early. Nothing seems to work.” I asked … Continue reading Copy My Pricing Process to Increase Revenue