Susan's Blog
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
Make Time to Sharpen Your Knives—uh, Business Processes!
My nephew and his wife love to make delicious and nutritious meals every evening. When they were both deep into writing dissertations, teaching students, and
Ten Examples of Life Changing Value Your Firm Can Deliver
A solo practitioner posted the following on LinkedIn which inspired me to give these examples of life changing value. “When I inevitably pitch it (my
How to Overcome Fears About Value Based Pricing
What should we charge? Value based pricing vs. time based pricing continues to be an issue as it has ever since the first knowledgeable expert
Does Your Firm DESERVE a Profit? Yes It Does
Your knowledge based services firm deserves a profit from every engagement. As the Owner or CEO, you have to be crystal clear in your mind