People Only Care How You Make Them Feel
February 18, 2026
Someone asks, “What do you do?” Do you answer like this? We: Do tax returns. Write estate plans. Resolve workplace conflicts. Design websites. Coach executives.
Someone asks, “What do you do?” Do you answer like this? We: Do tax returns. Write estate plans. Resolve workplace conflicts. Design websites. Coach executives.
“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.
Is this resolution just another fantasy, like losing weight and getting healthier? Like 3xing your revenue? Like scaling? I don’t think so. Resolving to completely
I’m a solo consultant making a very comfortable living. So, I must know exactly how to make money, right? Unfortunately, that hasn’t always been true.
“How do we charge for advisory services?” Three CPA firm owners and a business lawyer asked me this question in the past two weeks. They
Doing the wrong things is expensive. It may surprise you to learn that IMPACT Based Pricing does not begin with the prices or fees a
A CPA a few years into owning his own firm called me to talk about pricing. He described his pricing practices including his Terms and
A bewildered accountant called me last week. He told me that a client got really angry when his firm sent a notice of a price
Scale and growth are not synonyms. Does it really matter? Only if you want to increase the value of your business. Company valuation is closely
AVOID: Cost Plus (costs plus profit=price) Time based prices or fees Fixed prices for “Good, better, best” Why am I adamant about these pricing don’ts?