Susan's Blog
Behind the Scenes of an IMPACT Based Pricing Transition
An Owner/CEO like you called me and said “Susan, I want to adopt IMPACT Based Pricing. How do I get started?” My reply: “IMPACT Based
Prospects ghosting? It’s because you didn’t give them choices
“I spent a lot of time with a prospective client. It seemed that we had solid rapport, and yet, after I sent them a proposal,
Are you making clients feel bad?
“Susan, I gave my prospect three offers, as you recommended. But they were sort of angry. They told me that they don’t want to pay
3 decisive actions to increase Q4 revenue and profit
Not all meaningful changes require months of planning. Sometimes you decide to act and then you actually just do it! Here are 3 actions to
Solve your hourly billing problems with one solution
Have you ever thought or said one of these? “I’d love to be a consultant, but I hate that clients can cancel, and you lose
Grow as you learn and earn higher fees
When Frank read my post “Compounding works on expertise just like it does on money” he had an upside-the-head moment. He told me during our
Is your cash flow helter-skelter?
The phone is ringing with clients asking for your help. Revenue is increasing. Your associates are working as hard as they can. You meet deadlines,
Understand these two points of view to increase revenue
My client, a bookkeeper, shared this exchange with me: Client: “I want my monthly financial reports by the 5th of the month.” Bookkeeper: “You’re not
Kill the root cause of negative cash flow forever
When you have a recurring problem how do you handle it? Do you look for various bandaids that will mitigate it for a bit—maybe a
Don’t make this costly unforced error
“I wish I hadn’t stagnated for the past five months. It was my choice–a really stupid choice!” Meet Celeste, the CEO of a firm that
Update Your Marketing when you Update your Pricing
Did you ever carefully paint a room and then feel disappointed? It really doesn’t look much better. Something’s missing. The furniture is outdated, the window
Want to raise your fees? Think “renovation”
Old commercial buildings are being renovated. Maybe your professional or business services firm should think about renovating its outdated form. The “Old Building” Hourly billing.