Susan's Blog
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
When Is the Right Time to Discuss Fees?
“When is the right time to discuss fees, Susan?” my client asked. He called after a particularly frustrating conversation with a prospect that started well
What If Productivity Does More Harm than Good?
The goals of productivity and efficiency cause such severe problems that I’ve put the bottom line up front: productivity, efficiency and standardization are profit killers.
Are You Luring Clients or Rewarding Them?
Where does inspiration come from? Sometimes it’s literally right in front of your nose (or your dog’s nose) as I learned last week. My dog
You’re Not an Imposter – Stop Acting Like One!
An imposter is someone who pretends to have knowledge and expertise that they don’t have. They use hourly billing because they don’t have any basis