The goals of productivity and efficiency cause such severe problems that I’ve put the bottom line up front: productivity, efficiency and standardization are profit killers. You must reframe them. Reframe productivity and efficiency Use evocative language to describe how your firm delivers life changing impact. Use these descriptions in every conversation with clients. Make this … Continue reading What If Productivity Does More Harm than Good?
Category: True Growth
Are You Luring Clients or Rewarding Them?
Where does inspiration come from? Sometimes it’s literally right in front of your nose (or your dog’s nose) as I learned last week. My dog trainer suggested that instead of luring my boy Rollie with a treat in order to get a specific behavior, I reward him after he does that behavior. She said “Susan, … Continue reading Are You Luring Clients or Rewarding Them?
You’re Not an Imposter – Stop Acting Like One!
An imposter is someone who pretends to have knowledge and expertise that they don’t have. They use hourly billing because they don’t have any basis for accurately predicting the IMPACT they deliver. You’ve been developing your expertise and delivering results for years. You know how to do this! Have you ever said you can’t do … Continue reading You’re Not an Imposter – Stop Acting Like One!
Discounts Always Bite You
How many times have you heard or said these comments about discounts? “The firm across town does the same work for a lower rate.” “I can’t afford that much.” “We only do business with companies that give us a discount.” “Get twenty-five percent off the first project!” “We can’t charge that client so much, so … Continue reading Discounts Always Bite You
How to Make the IMPACT Your Clients Need
“They’ve given us 30 minutes to present our Concept. How do we make the IMPACT our clients need?” My client, a major force in the international development world, was competing to win a $30 million grant. They were searching for guidance about how to use their 30 minutes in the most powerful way. While reading … Continue reading How to Make the IMPACT Your Clients Need
Tax Return Reveals Pricing Lessons for You
Had some interesting conversations with business owners about pricing lessons learned from their tax returns. Of course, the first topic was the total amount of taxes due. Many companies made more money than they ever had before, which increased the total taxes due. Some made less money and although taxes were less, the owners weren’t … Continue reading Tax Return Reveals Pricing Lessons for You
Surprising Reasons Why Clients Don’t Trust Hourly Billing
A prospect told one of our clients why they don’t trust hourly billing. Listen in…. “Prospective client asks: How much will you charge for my project? Owner: It depends. Client: Depends on what? Owner: On how much work we need to do. The more hours, the higher the cost. Also, it depends on which associate … Continue reading Surprising Reasons Why Clients Don’t Trust Hourly Billing
Struggle with Client AND Improve the Relationship
“I don’t know what to do. I’m in a struggle with a client, and I think I’m losing.” Elizabeth opened our recent conversation with this real worry. She explained that the client has always been demanding and now the CEO is pushing and pushing again for a fee reduction. She saw only two options: reduce … Continue reading Struggle with Client AND Improve the Relationship
What Do Complaints about Invoices Really Mean?
“I never realized how bad hourly billing was for our company until one day we got a complaint. A long-time client said to me “Jim, I can’t believe after all this time that I have to pay for every $!#$# phone call.” That made me really see hourly billing from the client’s point of view. … Continue reading What Do Complaints about Invoices Really Mean?
What Better Time than Now for IMPACT Based Pricing?
Is this the quarter your firm is going to start phasing in IMPACT Based Pricing because you realize the difference it will make? As the end of Q1 draws near (seriously – how is it almost April already?), are you taking a close look at the systems and processes you have in place and assessing … Continue reading What Better Time than Now for IMPACT Based Pricing?