Susan's Blog
New Year New View — 2023 is up to you
This is not a post about resolutions! It is an article about how to see inside your company in ways that can help you grow
3 scam-stopping steps save time and your sanity
“So-and-so charges 20% less. I’d work with you if you lower your fee.” “Can’t you just throw in this one other thing?” “We really need
ONE fact every knowledge services firm should remember
What’s that fact? Knowledge services are built to get better: To become more knowledgeable to deliver more significant differences to clients. Why do you take
How I use 3 tips to boost a business
As the featured Guest speaker at the E-Suite Summit last week I gave three tips for “Redirecting Your Business for 2023.” I thought, “hey, this
5 Gifts to Give Your Firm in December
December is a magical month! I don’t mean the holiday decorations, the cheery music, and the shopping! I mean the magic of looking both backwards
Coulda had 1 million 3 years ago
Mel was both happy and frustrated. His company had just recorded the sale that put them $1 million ahead of the past year. In fact,
Copy My Pricing Process to Increase Revenue
“I hate being ‘that guy’” The CEO complained to me that every single week he had to nag his professionals to complete their time sheets.
Demand is always strong for unique qualities
“Susan, you were an Economics professor. What is elasticity of demand and how will it affect our revenue?” This HR consultant read deep into my
IMPACT Based Pricing Choice Framework
You take pride that your firm delivers life changing IMPACTS to clients. But…buyers can have reservations. If you give them one option, they wonder “Is
Your business needs an anchor and compass
I talked with a charming, outgoing couple on Saturday afternoon. They told me they’d had a boat they called “Honey Dear.” They had her for
Issue Chart and Continuum of IMPACT
Clients and prospects have needs, wants, and desires. When you understand the differences, and identify which is on the client’s mind right now, you have
Clients want IMPACTs not hours
“Okay, Susan, I’m committed to adopting IMPACT Based Pricing for my firm. I’ve got the language (see last week’s three steps). How do we turn