Susan's Blog
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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
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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.”
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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:
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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
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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
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Learn to LOVE this Question
Want to overcome pricing objections? Stop giving prospects prices to object to! Whether it’s hourly rates, flat or fixed fees, or fees built on value,
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Be the Lexus of Your Industry
Lexus ranks first in reliability according to several recent studies of cars in the US. And reliability is the most important characteristic to car buyers,
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Are You Lying to Your Clients?>
How many times have you assured your clients that your firm only bills for the work done directly for them? A phone call about their
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Does your Great Fit Client look like this?
“We take anyone who comes asking for our help,” Micah told me. “They need a lawyer, we’re lawyers, we’ll do the work.” For 6 years
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Special Edition – Pricing FAQs
Is pricing the exact number I charge my clients? Is it a range? Or is it how we think about our value, so we make
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Get off the ground floor!
A long time business owner with a track record of many successes told me he’s planning a pivot. He’ll apply his knowledge and expertise to
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Are you letting Net Profit Margin happen by accident?
Are you choosing your Net Profit Margin? Or are you letting it happen by accident? Dan, the Owner/CEO of a web design and digital marketing