Susan's Blog
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
Prepare for Negative Experiences
It’s hard to believe but… Sometimes you’ll have a negative experience related to IBP. Some people want to do what they’ve always done. That is
People Only Care How You Make Them Feel
Someone asks, “What do you do?” Do you answer like this? We: Do tax returns. Write estate plans. Resolve workplace conflicts. Design websites. Coach executives.
Which is the IMPACT Statement?
IMPACT Based Pricing Quiz Which of the following is the IMPACT? #1 Make more money Stop leaving money on the table #2 Increase revenue Take
Dial Down These Risks to Your Company
How many times have you said, “We charge by the hour because everyone in our industry does it”? Maybe you’ve said “Clients understand hourly billing.
3 Pricing Models Zero Accounts Receivable
Once you’ve set your goal to achieve zero Accounts Receivable (AR) in 2026, you have to predetermine the fees for your work. That means no