Susan's Blog
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 The furniture is outdated, the window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 Maybe your professional or business services firm should think about renovating its outdated form.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.
“I did the thing I was most afraid of…”
(said one of our clients recently. Here is their story.) “I gathered my 7 associates to tell them our firm was going to adopt IMPACT
Get pricing strategy right!
Language counts. That’s been my motto for more than 24 years. We professionals have to choose our words deliberately. Most important is to not use
This Owner’s Thinking Cost Her Dearly
A business owner, Lisa, told me that she sold her business because she “wanted her weekends back” and I thought of this poem: For want
Disrupt the status quo and stop settling for “getting by”
“We’re getting by” said the lawyer when I asked how the year is going. “We’re doing okay” said the web designer in our conversation about
Bad cash flow can’t be fixed this way
Alison, the founding partner of a small law firm, called for some advice about cash flow. She said they’ve had a bookkeeper and CPA since
Use pushback to make the case for action now
Do clients take forever to choose one of your offers? They tell you they’re not ready. They don’t return calls, they ignore your emails. One
Use Choice + Anchoring to Increase Sales
You know this—human beings are a bundle of feelings and biases! You can ignore these and put your plans for success at risk. Or you
Change is hard not changing makes life much harder
Here’s what happens if you do everything… except change the way you think. Elaine told me she spent five years trying to improve her fractional