Susan's Blog
Tax Return Reveals Pricing Lessons for You
Had some interesting conversations with business owners about pricing lessons learned from their tax returns. Of course, the first topic was the total amount of
Surprising Reasons Why Clients Don’t Trust Hourly Billing
A prospect told one of our clients why they don’t trust hourly billing. Listen in…. “Prospective client asks: How much will you charge for my
Struggle with Client AND Improve the Relationship
“I don’t know what to do. I’m in a struggle with a client, and I think I’m losing.” Elizabeth opened our recent conversation with this
What Do Complaints about Invoices Really Mean?
“I never realized how bad hourly billing was for our company until one day we got a complaint. A long-time client said to me “Jim,
What Better Time than Now for IMPACT Based Pricing?
Is this the quarter your firm is going to start phasing in IMPACT Based Pricing because you realize the difference it will make? As the
What Does IMPACT Sound Like?
Do you hear the sound of IMPACT when a client says “You made a difference”? You probably say thanks, and then move on. Compliments make
Thinking While Driving–How Do You Charge for That?
Eric’s story: “My client, a top notch consultant in the safety industry, struggled very month to use his financial statements as decision-making tools. He read
My highly talented client didn’t know what to do…
My client, Elena, didn’t know what to do. She and her staff design gorgeous websites for her business clients. They attract lots of readers and
The Plumber Does It. Why Don’t You?
If plumbers can charge value based fees, why won’t your knowledge based firm do the same? Knowledge is knowledge and every industry has its complexities
Is The Decision-Maker Who You Think It Is?
Who’s the Decision-Maker? Company D’s decision-maker spent 12 months cultivating a relationship with a desirable client. He was anticipating submitting a bid for a 5
Timesheets Create Efficiency–True or False?
Timesheets will help you improve efficiency, they claim! Do you ever want to scream when you read people promoting one solution as the secret sauce
Would Your Pricing Strategy Pass This Test?
You know your pricing strategy is working…because your company is taking in revenue every day. Would it be out of line to suggest…that your pricing