My nephew and his wife love to make delicious and nutritious meals every evening. When they were both deep into writing dissertations, teaching students, and caring for their infant daughter, they still made daily meal prep a priority. I noticed that they used one small paring knife for almost every task requiring a knife and … Continue reading Make Time to Sharpen Your Knives—uh, Business Processes!
A solo practitioner posted the following on LinkedIn which inspired me to give these examples of life changing value. “When I inevitably pitch it (my services options) to clients, it’ll be much more value-focused. I’m just figuring out how I should present it? Do I force every tax client to have year-round support? Do I … Continue reading Ten Examples of Life Changing Value Your Firm Can Deliver
What should we charge? Value based pricing vs. time based pricing continues to be an issue as it has ever since the first knowledgeable expert decided to sell that knowledge. Business owners need ever more understanding and new approaches to price their knowledge for a profit. They need to write a new pricing story. Value … Continue reading How to Overcome Fears About Value Based Pricing
Your knowledge based services firm deserves a profit from every engagement. As the Owner or CEO, you have to be crystal clear in your mind and your heart that you deserve to earn a profit. Profits should not be optional, nor should you see profits as greedy or unseemly. Believe it or not, I hear … Continue reading Does Your Firm DESERVE a Profit? Yes It Does
Services firm owners want to raise fees and often ask me how to talk with clients about them. This is especially prevalent in January. Here’s advice I’ve given clients. You can adapt these ideas to your specific services areas. IT or Tech Services What’s the life changing value that comes from being on the cutting … Continue reading Want to Raise Fees? Here’s How
The calendar turns to January and companies resolve to change/increase their fees or rate structure. After all, another year has gone by, its time, they think. What does this even mean? The calendar drives your pricing? That there’s something magical about the calendar year that creates a rationale for higher fees or prices? The … Continue reading Do You Resolve to Raise Your Fees in January?
Do these statements sound familiar? “We charge a little less than the law firms that do this kind of work.” “We look at what other videographers charge and price just a bit less.” “We’ve adopted a ‘price-to-win’ mindset that helps us offer top value for a little less than the competition.” You’re in plentiful company … Continue reading Is Your Pricing Method Driven By the Competition?
“Everywhere I turn there’s advice on making 2022 a better year. But I’m not sure how to choose the real game changer. What do you think?” This question from CEOs keeps popping up during our phone calls. What do you do when similar thoughts start going through your mind? Do you cast about for the … Continue reading What’s Your Game Changer for Growth in 2022?
The training company CEO challenged me: “We’re already doing everything we can for our clients. How can we make more money unless we raise our prices?” With a few careful questions I helped her arrive at her “aha” moment. The barrier, she realized, was the word “doing.” They were doing it all—by which she meant … Continue reading We’re Already Doing Everything! How Do We Make More Money?
Hourly rates and other time based pricing practices give your firm confidence. They’re simple and straightforward. and once rates are set, every client is charged those rates. You have no worries! You: Don’t have to know too much about the client’s needs, wants, or desires. They told you they’re looking for X services. You tell … Continue reading Hmmm…Could Confidence Limit Your Profits?