When he turned 10 months old, my Bernese Mountain Dog Gabe became completely impulsive and difficult to control on a leash. He loves dogs and people and he wanted to exuberantly greet everyone who came near. He’s also over 100 pounds and is very strong. My response for 3 years was to work harder and … Continue reading How Much Could You Gain by Letting Go?
When Brian and Janice started their CPA firm 20 years ago, they did everything: business development, tax returns and other services, and managing the back office tasks that keep a company running. As the firm grew, they continued doing client work themselves, as well as BD and the back office. By year 20 their client … Continue reading Should Owner Choose Between Being CEO and Chief Provider?
Is it possible tenacity can trap you? We business owners tend to nod vigorously when we’re exhorted to be tenacious, to persist, to let our grit and resolve carry us through the challenges we face. I do it myself, and I wrote about the evidence that founders and owners have a lot of built-in tenacity … Continue reading Are You Trapped by Tenacity?
The call came one afternoon just after I had completed training to talk about Value Based Pricing, including responding to objections (Step 4). I declared we were ready to implement Value Based Pricing. We’d done the phase-in work: Commit, Prepare, Establish and Train. Now it was time for implementation. The Senior VP of Business Development … Continue reading I’ll Never Forget the First ‘Yes’
Once you’ve committed to implementing Value Based Pricing (see Step 1 COMMIT), it’s time to get started. Successfully implementing Value Based Pricing requires phasing it in. I never recommend trying to flip a switch. Step 2 PREPARE helps you begin the phase-in. No one succeeds without confidence and that only comes from intense preparation. The … Continue reading Every Accomplishment Begins with the Decision to Act
You’ll certainly get no argument from me about the relief we are all feeling as 2020 comes to a close. It’s been a difficult year in many ways. I’m inspired by the many companies that sat back in mid-March, asked themselves “What do we do now?” and figured out the way forward. Some early efforts … Continue reading How To Turn Lemons into Lemonade
I lived in an echo chamber of consultants for more than 7 years. I digested everything the leader wrote, said, and decreed. Everyone else repeated and reinforced his ideas. He created what he deemed best practices and heaven help anyone who disagreed. One day he verbally slapped me upside the head because I questioned whether … Continue reading Echo Chambers Kill Innovation and Growth
What’s the difference between a cupcake, a layer cake and a wedding cake? They all use the same basic raw ingredients and have a similar texture and taste. The difference is in the knowledge and expertise it takes to produce them. Anyone who can follow a recipe can make a cupcake. One needs a bit … Continue reading What Do Bakers Know that Your Services Firm Should Adopt?
It’s December 2, 2020. News about the upcoming availability of COVID-19 vaccines is everywhere. Business Owners and Executives are both excited and worried because there are many unanswered questions. Our Profitability Checklist reflects both the likelihood of pandemic impacts for months to come, and optimism that recovery will begin by mid-year. Click here to open … Continue reading Pandemic Recovery Profitability Checklist 2021
Bullseye Marketing is how services companies powerfully market to existing customers and clients. Click below to read the exact plan we use with the clients who choose the Gold Level Inner Ring Bullseye Marketing plan. Bullseye Marketing Gold Level Inner Ring Sample Plan See the complete Bullseye Marketing page here.