Susan's Blog
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
How many old receivables will it take before you do something?
The training company CEO was at her wit’s end. Time after time, her team would deliver programs that made a real difference to clients, and
This common question could cost you
We experts always need to know if the prospect or client has money to pay us, whether it’s for one project or an ongoing engagement.
Economy fears keeping your fees stuck?
Whether you believe the us economy is at risk of a recession or not—you’re right. What? It’s well known that beliefs can overcome facts and
Use SCOPE to list IMPACTs not imputs
The CEO of a softare/systems consulting firm asked me: “I typically start with a quote/price for a specific service and then the original project goes
“Send a Proposal” Good sign or not?
How do you feel when a prospect says, “Send me a proposal.” Excited? “Oooh, they want us to work for them.” Optimistic? “They wouldn’t ask
How to keep more of your revenue
How are you avoiding the high cost of receivables? We know that choosing a pricing model for your firm not only dictates how you arrive
3 Pricing Mistakes and How to Fix Them
After 14 years and more than 250 professional and business services firm clients, it’s clear what holds firms back from reaching their highest revenue and
Think Tank Makes an IMPACT
“Many hours, a ton of IMPACT, not enough money!””Competitors are forcing us to lower our hourly rates!” “I don’t know how to talk to clients