Susan's Blog
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
Do This One Thing and Kill Your Revenue
Creatives, Knowledge-based Professionals, Specialists or SMEs–When your firm factors competitor’s prices into your prices, you’ve chosen the one thing that is guaranteed to kill your
Value Based Pricing Cold Feet? Warm Up This Way
Do you ever ask yourself “Are we leaving money on the table?” Many firms successfully cover their costs and make a profit. And yet—they wonder
What Critics Have Wrong about Cost Plus Pricing
Do a search for cost plus pricing and you’ll get 75 million hits. The vast majority of these will state that cost plus pricing is
What’s the Value of an Intangible?
“How do we calculate the fee that’s commensurate with the value delivered?” That is THE question every services company asks when contemplating the value based
Good Better Best is Not Value Based Pricing
You’ve come to realize that not all clients or prospective clients desire, need, or want the same value, so your firm offers three options: Good,
What Visions of Profit Dance in Your Head?
Profits are the end goal of every company. It’s seems straightforward–if we just focus on profits, we’ll succeed beyond our wildest dreams! We all know
How Will You Break Out of Your Box?
I read a post about how personality assessments create boxes around people. The test or assessment says “I am this or that”—and therefore I must
It’s the WHAT Not the Why that Makes Money
I’ve been seeing a sudden increase is articles, blogs, and podcasts urging every business owner and associate to find their why. If you’re deeply focused