Susan's Blog
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
Discounts Always Bite You
How many times have you heard or said these comments about discounts? “The firm across town does the same work for a lower rate.” “I
How to Make the IMPACT Your Clients Need
“They’ve given us 30 minutes to present our Concept. How do we make the IMPACT our clients need?” My client, prominent in the field of
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