Maurice “Mo” B. hates painful discovery calls! He is the Founder and CEO of a marketing consulting firm and he was eager to adopt IMPACT Based Pricing. However, he struggled with the discovery calls that make IMPACT Based Pricing possible. “My free 30 minute consultations feel like interrogations, and I rarely get useful information … Continue reading How to find perfect fit clients without painful discovery calls
Category: True Growth
Are you wearing handcuffs to work?
You get ready for work: Morning routine? Check. Clothes, hair, shoes? Check. Laptop or phone? Check Handcuffs? Check. Wait, handcuffs? You know handcuffs. Those steel contraptions that bind your wrists together. They severely limit your movements. You feel stuck. “But look,” you think, “my arms are free to move about, no handcuffs in sight.” True … Continue reading Are you wearing handcuffs to work?
Set sail or stay safe dockside?
A ship in the harbor is safe But that’s not what ships are for. I’m thinking a lot about the pull we feel between being safe and venturing out. Why am I focusing on this now? I attended a webinar about creating digital courses. The expert is over the top energetic. She scared the hell … Continue reading Set sail or stay safe dockside?
Are you cursed? probably…
Do you ever feel cursed? Alarm doesn’t go off, socks or shoes are missing, a great employee or colleague quits all of a sudden. Maybe you can’t sleep, your mind is spinning all night, you wake up groggy and grumpy. Those are sure unpleasant but, really, you’ll get your mojo back soon enough. The kind … Continue reading Are you cursed? probably…
Put love into Labor Day
What comes to mind when you hear “Labor Day”? I often think “oooh, a day off, long weekend, back to school, end of summer, long walk with my dogs in our favorite park.” Probably not so much about actual labor, the labor that the day honors. I was surprised to learn that labor Day became … Continue reading Put love into Labor Day
Don’t tell yourself you can’t concentrate
Never underestimate your powers of concentration. Want to eavesdrop on a convo with Dave? Dave: “Susan, we’ve been using hourly billing for years and years. I just don’t see how I can switch to IMPACT Based pricing and still keep the business running.” Susan: “Dave, think about changes you’ve made the past couple years. You … Continue reading Don’t tell yourself you can’t concentrate
Big brother won’t generate revenue or client happiness
Big brother is here, but he’s not bringing more revenue. There are lots of frightening things in the world these days. And now there’s one more! An article today In the New York Times should scare anyone who thinks, creates, and uses their knowledge and expertise to make a difference to their clients. And to … Continue reading Big brother won’t generate revenue or client happiness
How Do You Pay for a Non-Billable Executive?
My CPA firm client needed a CTO–chief technology officer. They’d grown to 45 accountants by adding a lot of technology to serve their clients. The CTO would further build the firm’s technology capabilities, ensure security of all client records and transactions, and deter cyber security threats. These are critical issues for their clients. Yet, how … Continue reading How Do You Pay for a Non-Billable Executive?
Do people resist paying for your services?
Do you find this is the case? “People don’t want to pay for services.” A friend and client of mine helps senior executives dramatically improve both business outcomes and the quality of life for themselves and those around them. Talk about making a difference, about delivering life changing IMPACT! And yet, she said, she’s heard … Continue reading Do people resist paying for your services?
The Best answer to the #1 Networking Question
An eager professional catches your eye at a networking event, introduces themself, and asks “What do you do?” You answer in one of two ways. You rapidly list off all the things you DO. We do this and we do that, and we do something else. It’s a very action oriented answer entirely about your … Continue reading The Best answer to the #1 Networking Question