Susan's Blog
Stop Fighting with Your Clients
“Our main competitors are lawyers, so we have to fight them with lower rates.” “I spend hours every week writing off time in order to
Tracking time ensures efficiency IF…
There is an objective standard that connects time worked with a specific output. Professional and B2B services firms cannot do this. Factories can do this.
Behind the decision to drop hourly billing
What’s happening behind the curtain when my clients decide to drop hourly billing? Different industries, different kinds of clients, very similar struggles: How do we
Who will buyers believe?
Who are you going to believe, the provider trying to sell you something or your own assessment of that product or service? You know the
Vanilla or Chocolate? Choices Increase Sales
Vanilla or chocolate? Inside or outdoors? High deductible or low? You could make a mile long list of places in daily life where you have
Owners – Work ON Your Business
For Owners Only – How to Work ON the Business One of my clients just implemented the kind of change that represents moving from working
2 months till Q4 – Are you ready?
It’s July 29, 2024–just about 21 weeks till the end of the year. Are you thinking now about ending 2024 on a high note? I
Trends–AI will kill hourly billing
Let’s say your firm, whether law, consulting, web design, marketing, accounting/bookkeeping, fractional CXO or other, bills clients for the time you work for them. In
Bad and Good Reasons to Increase Fees
CEO to me: “I’m looking forward to January of next year. We raise our rates every 3 years, and we can do that next year.”
The Pitch: A Book, a Webinar and the Choice Framework
A prospective buyer asked three providers to describe why they are the right source of advice to achieve a big goal. The Book spoke first:
Want More Revenue? Choose Tactics Carefully
What’s the first number people look at to get a sense of their firm’s success? It’s revenue. We always talk about SMB or SME (small
I struggled with pricing until I did this…
Hal is an experienced CPA whose clients are business owners. During his work on their taxes (and while looking at their financials during tax return