Use SCOPE to list IMPACTs not imputs
March 7, 2023
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
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
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 are you avoiding the high cost of receivables? We know that choosing a pricing model for your firm not only dictates how you arrive
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
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
“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
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
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
“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
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