Compliance is Your Ticket to High Fees
July 28, 2026
I’ve noticed that the phrase “it’s just compliance” is everywhere. Accountants reduce tax returns to “just compliance.” Lawyers write the fine print “just to be
I’ve noticed that the phrase “it’s just compliance” is everywhere. Accountants reduce tax returns to “just compliance.” Lawyers write the fine print “just to be
What do your numbers mean? A consulting firm lists different measures of their work. For example: 10% increase in favorable customer reviews 21% increase in
If you don’t define the finish line, you can’t deliver an ROI. How do you know a race, a game or a contest is over
Context changes how buyers pereceive value. “I don’t see the value.” “It’s not worth it.” Two weeks, two owners, two proposals rejected. That was the
“I wish I had believed this sooner.” The CPA firm Owner, Daniel, said this to me in a tone of voice that was both relieved
The biggest question everyone always wants answered: How much? “How much should we charge for the IMPACTs we create?” Risk Alert! Before I answer the
IMPACT Based Pricing Quiz Which of the following is the IMPACT? #1 Make more money Stop leaving money on the table #2 Increase revenue Take
How many times have you said, “We charge by the hour because everyone in our industry does it”? Maybe you’ve said “Clients understand hourly billing.
Once you’ve set your goal to achieve zero Accounts Receivable (AR) in 2026, you have to predetermine the fees for your work. That means no
“We can’t require payment at time of purchase.” Many owners tell me this. Why? It’s not how our industry works. Buyers won’t stand for it.