Susan's Blog
Want to Raise Fees? Here’s How
Services firm owners want to raise fees and often ask me how to talk with clients about them. This is especially prevalent in January. Here’s
Do You Resolve to Raise Your Fees in January?
The calendar turns to January and companies resolve to change/increase their fees or rate structure. After all, another year has gone by, its time,
Is Your Pricing Method Driven By the Competition?
Do these statements sound familiar? “We charge a little less than the law firms that do this kind of work.” “We look at what other
What’s Your Game Changer for Growth in 2022?
“Everywhere I turn there’s advice on making 2022 a better year. But I’m not sure how to choose the real game changer. What do you
We’re Already Doing Everything! How Do We Make More Money?
The training company CEO challenged me: “We’re already doing everything we can for our clients. How can we make more money unless we raise our
Hmmm…Could Confidence Limit Your Profits?
Hourly rates and other time based pricing practices give your firm confidence. They’re simple and straightforward. and once rates are set, every client is charged
Are Your Profits Depressed? Here’s How to Tell
“Every month I keep my fingers crossed when I look at the profits on our Profit & Loss statement” the Owner of a web design
Should You Make a Cyber Monday Special Offer?
Cyber Monday is all about making big sales online the Monday following Thanksgiving. But, you don’t sell sweaters, electronics, or sporting goods, which are all
Is the 4-P Marketing Mix Costing You Money?
Ask any marketing expert or advisor and they’ll tell you to learn and follow the 4 Ps of Marketing, or the Marketing Mix: Product, Price,
Is THIS What You Want Your Clients to Believe?
What if charging for time communicates to clients and prospects that “We focus on our internal interests above all. When we focus on OUR interests
CEO, CFO, CMO: Who Chooses Firm’s Pricing Model?
“Pricing Model” means how the firm charges for its services and products. There are two primary options: time based, and value based.* Which Executive Should
Dread Falling Revenue? Uncover the Stories Behind It
Numbers don’t have intrinsic meaning. What would 10 mean to you if you didn’t understand the number 1? Numbers have meaning because you’ve learned context