What got you here won’t get you there
May 15, 2023
Congratulations on your first $1 million. Or $5 million. Or $250K. When you hit your latest revenue goal, it’s time to celebrate. And before you
Congratulations on your first $1 million. Or $5 million. Or $250K. When you hit your latest revenue goal, it’s time to celebrate. And before you
Do you intentionally make prospects take-it-or-leave-it? That’s the effect when your professional or business services firm bills by the hour. The client has to take
“Susan, I hate to admit it, but I don’t really know what it means to “know your numbers.”” The systems engineering consulting firm Owner was
Could 90 million hits about pain points as a selling technique be wrong? I think so and here’s why. Whether the prospect has a big
We experts always need to know if the prospect or client has money to pay us, whether it’s for one project or an ongoing engagement.
Whether you believe the us economy is at risk of a recession or not—you’re right. What? It’s well known that beliefs can overcome facts and
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