Susan's Blog
Discomfort will help you increase fees
Is discomfort required to grow? One client kept putting off a serious conversation with me about her pricing model. She put it off saying: “I’m
What does negative cash flow cost you?
You know the parable of the frog? If dropped into boiling water it will immediately jump out. But if dropped into comfortable water it will
Cash flow forecasts don’t fix cash flow problems
“The cash flow expert we hired did a 13 week cash flow forecast. He set up our software to produce it every Monday. But Susan,
AI is Coming for Your Billable Hours
An outsourcing company published their rates for 2025. They were excited to offer a wide range of outsourced services all for very “competitive” hourly rates.
Is your worst customer running your business?
“They ask about the fee and how many hours and then complain about how much per hour. That’s why I have not made any changes
We’re Stuck on a Plateau!
“I’m ecstatic and perplexed,” the CEO of a leadership training and development firm told me. On the ecstatic side was that the company had tremendous
Resolved: Be BOLD in 2025!
At the end of this year, 2025, will you be able to look back and say, “We were BOLD”? I am committed to being
25 Years of Thanksgivings
I’ve been saying Thank You to clients, friends, and colleagues for 25 years, ever since I launched Trivers Consulting Group in 1999. It’s been an
“The Price is Too High”- What do you do?
What’s the answer to the objection “The price is too high.”? You’re so eager to onboard this prospect! You felt good chemistry during your discovery
Break this habit or poison your firm
“Our rates range from $60 to $200/hour” “I’m worth about $250/hour so I multiply that by three and charge $750.” “Our flat fees are a
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.