Susan's Blog
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
Have You Inadvertently Created a Rock-Hard Revenue Ceiling?
Ed and Diane built and built and built their tax practice until they had more than 2500 tax return clients every year. Talking to them
Are You Using Test and Learn to Spur Growth?
If you’re not familiar with test and learn, you’re in good company. Most Owners of professional services firms aren’t acquainted with this smart concept that
How Are You Reducing Threats to Your Company?
Jay P., Founder and CEO of a CPA firm, look puzzled when I asked him how he was reducing threats to his company. This was
How Are You Promoting Innovation in Your Services Firm?
You are feeling good! Your firm is making progress: revenue is increasing, profits are growing, customer and client retention is working, you’re getting referrals, and