Susan's Blog
How Do You Pay for a Non-Billable Executive?
My CPA firm client needed a CTO–chief technology officer. They’d grown to 45 accountants by adding a lot of technology to serve their clients. The
Do people resist paying for your services?
Do you find this is the case? “People don’t want to pay for services.” A friend and client of mine helps senior executives dramatically improve
The Best answer to the #1 Networking Question
An eager professional catches your eye at a networking event, introduces themself, and asks “What do you do?” You answer in one of two ways.
Claim Your Brilliance and Get Paid for It
What is brilliance? Einstein? Disney? Steve jobs? All of these and untold thousands more had ideas that we enjoy in the world as we know
How to help clients say “Now I get It”
You’re speaking with a current client as part of your firm’s adopting IMPACT based pricing. This is a significant change from hourly billing. In most
What the heck is happening to our revenue?
It seems all is not cheery in the hourly billing world. A talented and creative videographer launched an independent videography company. She chose to market
That Elephant is Just Too Big for One Forkful…
You go into the purchase of a house or a car (or an elephant) knowing that what you see is what you’ll get. You’re able
You see this in every meeting, right?
You have a company meeting to discuss an idea, solve a problem or choose a service provider. You put the topic on the table and
How does hourly billing make sense?
The way I see it, you do not deliver value in every hour of intellectual knowledge work. Not because you’re dishonest or unethical.
Are Your Fees Growing as Clients Climb Each Step?
Clients have to climb each step on the way to success. This man is missing this point. He’s looking at the top of the stairs,
Are You a Critical Life Jacket to Your Clients?
The sun is shining, the white sand beach is lulling you into deep relaxation. Someone comes by offering you a life jacket, just in case.
“Ya Gotta Believe”
In July 1973, the New York Mets were in last place. During an emotional team meeting, pitcher Tug McGraw jumped up and shouted “ya gotta