Susan's Blog
“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
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