Susan's Blog
What Are You Doing to Relieve Owner’s Stress?
Chances are that if you were stressed about your business before the pandemic, that stress is greater now. If you weren’t stressed before, you may
How Much Could You Gain by Letting Go?
When he turned 10 months old, my Bernese Mountain Dog Gabe became completely impulsive and difficult to control on a leash. He loves dogs and
Should Owner Choose Between Being CEO and Chief Provider?
When Brian and Janice started their CPA firm 20 years ago, they did everything: business development, tax returns and other services, and managing the back
Are You Trapped by Tenacity?
Is it possible tenacity can trap you? We business owners tend to nod vigorously when we’re exhorted to be tenacious, to persist, to let our
Tenacity and Resolve: Easy to Say, Hard to Do
Tenacity, resolve, grit, persistence…. We see and hear these words from every source. You need tenacity to reach your goals! Resolve to put one foot
Is Your strategy Complete without a Pricing Model?
Does it make sense for your company to have a strategy without choosing a pricing model? We think of strategy as the foundation of planning
Disguising Hourly Billing is Still Hourly Billing
Too many professional and Business services firms struggle with Value Based Pricing: they fear losing money; they struggle with how to set value based fees
What’s the Difference Between Deliverables and Value Delivered?
One CPA tossed deliverables and doubled revenue in one year. Would double revenue make a difference to your firm? When professional and business services firms
One and Done or Consistent Value Over Time?
Congratulations! Your firm has implemented Value Based Pricing starting with Step 1 COMMIT, through Step 2 PREPARE, Step 3 ESTABLISH, and Step 4 TRAIN. Your
I’ll Never Forget the First ‘Yes’
The call came one afternoon just after I had completed training to talk about Value Based Pricing, including responding to objections (Step 4). I declared
Are You Trapped By Certainty about Your Pricing Model?
Adopting Value Based Pricing, which is the only ethical pricing model for services firms, will lead to a complete makeover of the company’s systems and
Every Accomplishment Begins with the Decision to Act
Once you’ve committed to implementing Value Based Pricing (see Step 1 COMMIT), it’s time to get started. Successfully implementing Value Based Pricing requires phasing it