Susan's Blog
Is your worst customer running your business?
“They ask about the fee and how many hours and then complain about how much per hour. That’s why I have not made any changes
We’re Stuck on a Plateau!
“I’m ecstatic and perplexed,” the CEO of a leadership training and development firm told me. On the ecstatic side was that the company had tremendous
Resolved: Be BOLD in 2025!
At the end of this year, 2025, will you be able to look back and say, “We were BOLD”? I am committed to being
25 Years of Thanksgivings
I’ve been saying Thank You to clients, friends, and colleagues for 25 years, ever since I launched Trivers Consulting Group in 1999. It’s been an
“The Price is Too High”- What do you do?
What’s the answer to the objection “The price is too high.”? You’re so eager to onboard this prospect! You felt good chemistry during your discovery
Break this habit or poison your firm
“Our rates range from $60 to $200/hour” “I’m worth about $250/hour so I multiply that by three and charge $750.” “Our flat fees are a
Stop Fighting with Your Clients
“Our main competitors are lawyers, so we have to fight them with lower rates.” “I spend hours every week writing off time in order to
Tracking time ensures efficiency IF…
There is an objective standard that connects time worked with a specific output. Professional and B2B services firms cannot do this. Factories can do this.
Behind the decision to drop hourly billing
What’s happening behind the curtain when my clients decide to drop hourly billing? Different industries, different kinds of clients, very similar struggles: How do we
Who will buyers believe?
Who are you going to believe, the provider trying to sell you something or your own assessment of that product or service? You know the
Vanilla or Chocolate? Choices Increase Sales
Vanilla or chocolate? Inside or outdoors? High deductible or low? You could make a mile long list of places in daily life where you have
Owners – Work ON Your Business
For Owners Only – How to Work ON the Business One of my clients just implemented the kind of change that represents moving from working