There is an objective standard that connects time worked with a specific output. Professional and B2B services firms cannot do this. Factories can do this.
What’s happening behind the curtain when my clients decide to drop hourly billing? Different industries, different kinds of clients, very similar struggles: How do we
Who are you going to believe, the provider trying to sell you something or your own assessment of that product or service? You know the
Vanilla or chocolate? Inside or outdoors? High deductible or low? You could make a mile long list of places in daily life where you have
For Owners Only – How to Work ON the Business One of my clients just implemented the kind of change that represents moving from working
It’s July 29, 2024–just about 21 weeks till the end of the year. Are you thinking now about ending 2024 on a high note? I
Let’s say your firm, whether law, consulting, web design, marketing, accounting/bookkeeping, fractional CXO or other, bills clients for the time you work for them. In
CEO to me: “I’m looking forward to January of next year. We raise our rates every 3 years, and we can do that next year.”
A prospective buyer asked three providers to describe why they are the right source of advice to achieve a big goal. The Book spoke first:
What’s the first number people look at to get a sense of their firm’s success? It’s revenue. We always talk about SMB or SME (small