Susan's Blog
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
Are You Afraid to COMMIT to Value Based Pricing?
“How can we get our associates to embrace Value Based Pricing? Everyone is so used to living by the demands of their time sheets.” Three
Is Company Profit Also Building Your Owner Wealth?
Do you see your firm’s profit goal a means to build owner wealth, as well as being an indicator of management effectiveness and a premium
Is Company Profit Delivering a Risk Premium to You As Owner?
Is 2021 the year you’re going to wear your investor hat rather than your owner hat? I hope it will be. You deserve so much
What Does Profit Reveal About Management Effectiveness?
Profit tells you how the company is being managed. It is the definitive measure of a privately owned services or knowledge based company. Is this
What are You Doing to Increase Profit in 2021?
This year is devoted to PROFIT I am singularly focused this year on helping privately owned, expert knowledge-based companies make a profit from every engagement