Susan's Blog
How to Reduce Pricing Anxiety
I read this post by a CPA on LinkedIn last week. It caught my attention because even with years of experience he still had to
5 Steps to Get Paid What You’re Worth
You ask yourself this question every day or with every new client: How can we get paid what we’re worth? It’s critical to answer because
AI’s Double Whammy: Whmmy #Two
Whammy Two is occurring with accelerating frequency these days. It’s the client who uses their own AI to check your work and then demands you
AI’s Double Whammy: Are You Ready
If you think about, talk about, and try to use AI every day, you might be having trouble sleeping. I have figured out why that
Compliance is Your Ticket to High Fees
I’ve noticed that the phrase “it’s just compliance” is everywhere. Accountants reduce tax returns to “just compliance.” Lawyers write the fine print “just to be
We Lost 22% of Our clients AND It’s Great
I’m turning this post over to Jordan G., CPA firm Owner in Virginia. Jordan writes: “After yet another exhausting tax prep season, I was determined
What or So What? It’s the IMPACT that Sells
What do your numbers mean? A consulting firm lists different measures of their work. For example: 10% increase in favorable customer reviews 21% increase in
No Result, No ROI Means Low Fee
If you don’t define the finish line, you can’t deliver an ROI. How do you know a race, a game or a contest is over
Value is a Poor Basis for Pricing
Context changes how buyers pereceive value. “I don’t see the value.” “It’s not worth it.” Two weeks, two owners, two proposals rejected. That was the
“I wish I had believed this sooner”
“I wish I had believed this sooner.” The CPA firm Owner, Daniel, said this to me in a tone of voice that was both relieved
Raise Quality & Price of Entry Level Offer
‘ There’s always going to be an “entry level.” Where you set it is what makes a difference. Entry Level’ doesn’t have to be the
How Much Should We Charge?
The biggest question everyone always wants answered: How much? “How much should we charge for the IMPACTs we create?” Risk Alert! Before I answer the