Demand is always strong for unique qualities
“Susan, you were an Economics professor. What is elasticity of demand and how will it affect our revenue?” This HR consultant read deep into my
“Susan, you were an Economics professor. What is elasticity of demand and how will it affect our revenue?” This HR consultant read deep into my
I talked with a charming, outgoing couple on Saturday afternoon. They told me they’d had a boat they called “Honey Dear.” They had her for
You take pride that your firm delivers life changing IMPACTS to clients. But…buyers can have reservations. If you give them one option, they wonder “Is
Clients and prospects have needs, wants, and desires. When you understand the differences, and identify which is on the client’s mind right now, you have
“Okay, Susan, I’m committed to adopting IMPACT Based Pricing for my firm. I’ve got the language (see last week’s three steps). How do we turn
“It’s almost New Years, I think I’ll raise my rates on Jan. 1.” “I’m looking forward to the New Year. We raise our rates on
“I stopped in my tracks when I watched the movie Seabiscuit,” said the newsletter writer. Why? Because the blinders racehorses wear made her think of
Maurice “Mo” B. hates painful discovery calls! He is the Founder and CEO of a marketing consulting firm and he was eager to adopt
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
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