Susan's Blog
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
Take the money even when clients behave badly?
Lies, cancelled appointments, secret meetings, manipulation… My clients and I have dealt with all of these in recent weeks. Since they’re human behaviors it’s likely
Value is like a landscape not a monument
“What is the right fee or price for our services?” CEOs, Owners, finance, and sales teams ask me this question all the time. It’s my
Hello Great Fit Clients–Goodbye Weakness and Confusion
I see it time and again: when you try to be all things to all people, you’ll be nothing to anyone. Choosing one service model
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