Susan's Blog
Bad and Good Reasons to Increase Fees
CEO to me: “I’m looking forward to January of next year. We raise our rates every 3 years, and we can do that next year.”
The Pitch: A Book, a Webinar and the Choice Framework
A prospective buyer asked three providers to describe why they are the right source of advice to achieve a big goal. The Book spoke first:
Want More Revenue? Choose Tactics Carefully
What’s the first number people look at to get a sense of their firm’s success? It’s revenue. We always talk about SMB or SME (small
I struggled with pricing until I did this…
Hal is an experienced CPA whose clients are business owners. During his work on their taxes (and while looking at their financials during tax return
Learn to LOVE this Question
Want to overcome pricing objections? Stop giving prospects prices to object to! Whether it’s hourly rates, flat or fixed fees, or fees built on value,
Be the Lexus of Your Industry
Lexus ranks first in reliability according to several recent studies of cars in the US. And reliability is the most important characteristic to car buyers,
Are You Lying to Your Clients?>
How many times have you assured your clients that your firm only bills for the work done directly for them? A phone call about their
Does your Great Fit Client look like this?
“We take anyone who comes asking for our help,” Micah told me. “They need a lawyer, we’re lawyers, we’ll do the work.” For 6 years
Special Edition – Pricing FAQs
Is pricing the exact number I charge my clients? Is it a range? Or is it how we think about our value, so we make
Get off the ground floor!
A long time business owner with a track record of many successes told me he’s planning a pivot. He’ll apply his knowledge and expertise to
Are you letting Net Profit Margin happen by accident?
Are you choosing your Net Profit Margin? Or are you letting it happen by accident? Dan, the Owner/CEO of a web design and digital marketing
It’s as Close to Magic as Anything in Business
“We have a policy to raise our prices every three years.” “We can’t charge more, no one else in our industry is doing that.” “Our