Susan's Blog
How to Avoid Being Underpaid and Overworked
The tension in his voice was palpable. “I do not know how to set a value based fee and I’m afraid we’ll lose our shirt
Is the Idea of a ‘Nest Egg’ Outdated?
I’m going on a bit of a rant this week! I hope you’ll find it helpful. For many years financial advisors, M&A advisors, insurance brokers,
Why Knowledge Work is Not Like Assembly Line Work
When your intellect doesn’t crank out content in neat hourly increments why should you sell or buy hours? I had a fierce disagreement with a
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