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 data and cause people to act in accordance with those beliefs. This happens in the economy as well. What was behind the rush to save Silicon Valley Bank? Fears that … Continue reading Economy fears keeping your fees stuck?
Category: True Growth
Use SCOPE to list IMPACTs not imputs
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 out of scope – the client wants endless additional features and I end up charging hourly for the additions – which often end up being more than the original project … Continue reading Use SCOPE to list IMPACTs not imputs
“Send a Proposal” Good sign or not?
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 for a proposal unless they want to buy.” Fearful? “Will they see the fee and turn us down?” Confused? “What does it mean when someone asks for a proposal?” Puzzled? … Continue reading “Send a Proposal” Good sign or not?
How to keep more of your revenue
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 at your fees but also when clients will pay you. Any model that forces you to delay billing until work is completed also forces your firm to cover all costs … Continue reading How to keep more of your revenue
3 Pricing Mistakes and How to Fix Them
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 profit potential. 3 pricing mistakes. And you don’t have to make them! One price for everyone (take it or leave it) Hourly billing (all risk is on client; final price … Continue reading 3 Pricing Mistakes and How to Fix Them
Take the money even when clients behave badly?
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 you’ve faced them too from time to time. So what to do? It’s of utmost importance that you know your values and what behaviors are the antithesis of them. For … Continue reading Take the money even when clients behave badly?
Value is like a landscape not a monument
“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 belief that these CEOs and Owners aren’t really asking about the price. They want to know how to think about how to charge for the value of their services. Once … Continue reading Value is like a landscape not a monument
Hello Great Fit Clients–Goodbye Weakness and Confusion
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 will eliminate you from consideration by people who prefer another service model. That’s what you want. Let them go elsewhere. You will make a successful business and a successful life … Continue reading Hello Great Fit Clients–Goodbye Weakness and Confusion
New Year New View — 2023 is up to you
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 in 2023. When you’ve been doing what you’re doing for any length of time, it’s hard to let go. That’s why resolutions for big changes don’t work. I live by … Continue reading New Year New View — 2023 is up to you
3 scam-stopping steps save time and your sanity
“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 everything in your gold level, but we only have the budget for the silver level.” “Loved the demo, thanks for putting it together. But we really don’t need that system … Continue reading 3 scam-stopping steps save time and your sanity