Susan's Blog
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
What got you here won’t get you there
Congratulations on your first $1 million. Or $5 million. Or $250K. When you hit your latest revenue goal, it’s time to celebrate. And before you
Need 1 Change that will Make a Big IMPACT?
Increase your fees by 10% today. Yes, just do it. “Why?” you wonder. It’s not related to the calendar or to increased expenses. It’s because
Why 52% of prospects say “No”
Do you intentionally make prospects take-it-or-leave-it? That’s the effect when your professional or business services firm bills by the hour. The client has to take
Are you reading your numbers like detectives read clues?
“Susan, I hate to admit it, but I don’t really know what it means to “know your numbers.”” The systems engineering consulting firm Owner was
Are you losing money because of this terrible sales question?
Could 90 million hits about pain points as a selling technique be wrong? I think so and here’s why. Whether the prospect has a big
Compounding works on expertise just like it works on money
I was working with Beth, the CEO of a fractional CFO (Chief Financial Officer) firm. They have about twelve clients each year, which keeps her