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# Susan Trivers

Where services firms come for pricing strategy

## Sitemaps

- [XML Sitemap](https://susantrivers.com/sitemap.xml): Contains all public & indexable URLs for this website.

## Posts

- [Compliance is Your Ticket to High Fees](https://susantrivers.com/compliance-is-your-ticket-to-high-fees/) - Compliance is required everywhere. Your expertise helps your clients avoid the penalties of non-compliance. The more severe the penalties, the higher the fee.
- [We Lost 22% of Our clients AND It's Great](https://susantrivers.com/we-lost-22-of-our-clients-and-its-great/) - Jordan G. a CPA Firm Owner and TCG Client tells her story: how her firm transformed itself from heavy tax prep to true advisor to their Great Fit Clients.
- [What or So What? It's the IMPACT that Sells](https://susantrivers.com/what-or-so-what-its-the-impact-that-sells/) - Numbers do not tell your story--unless you tell your clients what happened next. What changed for the better as a result of the number you're proud of?
- [No Result, No ROI Means Low Fee](https://susantrivers.com/no-result-no-roi-means-low-fee/) - Clients always ask themelves if their choices are "worth it." They cannot answer yes if there are no measurable results or outcomes. That's the finish line.
- [Value is a Poor Basis for Pricing](https://susantrivers.com/value-is-a-poor-basis-for-pricing/) - Every buyer assess every number according to their own unique context. That's why value is a poor basis for pricing. Unlike value, IMPACTs are absolute.
- ["I wish I had believed this sooner"](https://susantrivers.com/i-wish-i-had-believed-this-sooner/) - Pricing attracts buyers. Low prices attract buyers who want to spend as little as possible. Higher prices attract buyers who want quality and excellent service.
- [Raise Quality & Price of Entry Level Offer](https://susantrivers.com/raise-quality-price-of-entry-level-offer/) - Your entry level offer affects the people you attract, the volume of your work, and the total revenue of the firm. Increase the floor and the ceiling rises too.
- [How Much Should We Charge?](https://susantrivers.com/how-much-should-we-charge/) - Here's the answer to the critical question law, accounting, consulting, coaching, and fractional executive firms ask everyday: "How much should we charge?"
- [Prepare for Negative Experiences](https://susantrivers.com/prepare-for-negative-experiences/) - If you're using IMPACT Based Pricing, you'll need to prepare for a few instances where the response feels negative. Don't shrug it off, prepare to repsond.
- [People Only Care How You Make Them Feel](https://susantrivers.com/people-only-care-how-you-make-them-feel/) - What you DO is much less memorable than how you make people feel. When someone asks "What do you do?" tell them how your clients feel, the IMPACTs you create.
- [Which is the IMPACT Statement?](https://susantrivers.com/which-is-the-impact-statement/) - Most outcomes are not IMPACTs. More revenue, more clients, higher profit. They're all goals but they don't describe how achieving them will change your life.
- [Dial Down These Risks to Your Company](https://susantrivers.com/dial-down-these-risks-to-your-company/) - Most company risks come from your choice of hourly billing: unpredictable revenue, unpredictable profit, low fees, and high costs of Accounts Receivable.
- [3 Pricing Models Zero Accounts Receivable](https://susantrivers.com/3-pricing-models-zero-accounts-receivable/) - Your firm can get to zero Accounts Receivable if you get paid at time of purchase. To do that the buyer needs to know the total cost. These 3 models do that.
- [Overcome Objections to New Payment Terms](https://susantrivers.com/overcome-objections-to-new-payment-terms/) - Do you let your buyers dictate terms or do you decide what they are? Only when you choose payment at time of purchase will you fully control the company.
- [Resolved: Zero Accounts Receivable in 2026](https://susantrivers.com/resolved-zero-accounts-receivable-in-2026/) - Zero AR means profit increases and stress decreases. That would be a meaningful achievement for 2026. Make 2 decisions to get started and take action today.
- [Know What's Right for Your Company](https://susantrivers.com/know-whats-right-for-your-company/) - Not every revenue maker is right for your company. I've learned what doesn't work and what does. If you're disappointed in your revenue try something else.
- [Company Ecosystem Out of Whack? Adjust It!](https://susantrivers.com/company-ecosystem-out-of-whack-adjust-it/) - Tuning up your company's Ecosystem is like a adjustment for your spine. It releases what's stuck and aligns every element to work in the same direction,
- [How do we charge for  advisory services?](https://susantrivers.com/how-do-we-charge-for-advisory-services/) - Wondering how to harge for advisory servcies? My answer is "there's no way" because no one wants to buy advisory servcies. Charge for the impacts clients want.
- [These 6 Practices are Costing You Money](https://susantrivers.com/these-6-practices-are-costing-you-money/) - Bad billing practices and lack of customization are common practices but they always cost the company money. Choose alternatives that increase revenue.
- [Trust yourself and clients will trust you](https://susantrivers.com/trust-yourself-and-clients-will-trust-you/) - If you tell clients to pay upon completion, you're telling them that your company doesn't really keep its promises. Build your systems to deliver on time.
- [3 Landmines that Hurt Client Relationships](https://susantrivers.com/3-landmines-that-hurt-client-relationships/) - Clients understand and accept fee increases if you avoid these: poor marketing, commodity offers, and zero personal knowledge of them.
- [Build Your Knowledge Firm to Scale](https://susantrivers.com/build-your-knowledge-firm-to-scale/) - A company that's built to scale increases revenue and holds expenses steady so net profit accelerates. Knowledge driven firms are perfectly suited to scale.
- [Losing business You Thought was Locked In?](https://susantrivers.com/losing-business-you-thought-was-locked-in/) - Reeling from loss of revenue? Challenges from clients demanding lower fees "because of AI?" Random fixes don't help. A company health check will.
- [3 Pricing Don'ts to Avoid](https://susantrivers.com/3-pricing-donts-to-avoid/) - These popular pricing methods cost your company money and make clients unhappy. Avoid them and use IMPACT Based Pricing instead.
- [Healthy Ecosystems Create Profits](https://susantrivers.com/healthy-ecosystems-create-profits/) - Is your company healthy? Or running like a well-oiled machine? It can be when you use the High Profit Business Ecosystem as your guide.
- [Negative Cash Flow will Bring You Down](https://susantrivers.com/negative-cash-flow-will-bring-you-down/) - Negative cash flow affects every single decision you make. It's a weight around your neck. You must get rid of it if you want to grow your company.
- [Discomfort will help you increase fees](https://susantrivers.com/discomfort-will-help-you-increase-fees/) - "Some clients are so disrespectful!" Yes, they are. If you let them stop you, you'll struggle to increase revenue. The price of growth is discomfort.
- [What does negative cash flow cost you?](https://susantrivers.com/what-does-negative-cash-flow-cost-you/) - Don't be like the frog lolligagging about in a pot of water until it's too late to jump out. Get your negative cash under control now by changing your T&C.
- [Cash flow forecasts don't fix cash flow problems](https://susantrivers.com/cash-flow-forecasts-dont-fix-cash-flow-problems/) - Forecasts tell you what's going on. But they do not FIX the problems. Only better Terms and Conditions will do that. Get paid at time of purchase always.
- [AI is Coming for Your Billable Hours](https://susantrivers.com/ai-is-coming-for-your-billable-hours/) - AI will reduce your billable hours. whether you're ready or not. The time to adopt IMPACT Based Pricing is now. Immerse yourself in what only you can do.
- [Is your worst customer running your business?](https://susantrivers.com/is-your-worst-customer-running-your-business/) - Remember your best clients and their praise when you're making decisions about pricing and designing options. They're the ones that count, not the nasty ones.
- [We're Stuck on a Plateau!](https://susantrivers.com/were-stuck-on-a-plateau/) - This CEO needed a "get off the plateau plan" because revenue at her company had stalled. It turned out that past factors for success no longer worked.
- [Resolved: Be BOLD in 2025!](https://susantrivers.com/resolved-be-bold-in-2025/) - If you change one thing this year, let it be taking leaps, not tiny incremental steps: Pricing, IMPACTs, Great Fit Clients.
- [25 Years of Thanksgivings](https://susantrivers.com/25-years-of-thanksgivings/) - Twenty five years, countless new dollars earned, new products and services launched, new growth achieved, new visions articulated. Thank you!
- ["The Price is Too High"- What do you do?](https://susantrivers.com/the-price-is-too-high-what-do-you-do/) - Your heart sinks when the prospect says the "price is too high." What do you do? Let them go! Then transition to the Choice Framework and IMPACT Based Pricing.
- [Break this habit or poison your firm](https://susantrivers.com/break-this-habit-or-poison-your-firm/) - Time is money is an old and poisonous habit. Your firm can stop defaulting to it if you simply decide to. Instead get paid for the differrences you deliver.
- [Stop Fighting with Your Clients](https://susantrivers.com/stop-fighting-with-your-clients/) - Clients always protect their own interests, especially when it comes to prices. They'll fight for their idea of the right price. Here's how to stop fighting.
- [Tracking time ensures efficiency IF…](https://susantrivers.com/tracking-time-ensures-efficiency-if/) - there is an objective standard of performance that can be repeated again and again. Factories can do this. Professional services firms cannot.
- [Behind the decision to drop hourly billing](https://susantrivers.com/behind-the-decision-to-drop-hourly-billing/) - Behind the scenes, too many companies struggle with cash flow: more goes out than comes is during any given period. Get paid at time of purchase to change this.
- [Who will buyers believe?](https://susantrivers.com/who-will-buyers-believe/) - When you're the seller remember how you feel when you're the buyer. You want to make your own price-to-value assessment, not take the word of the seller.
- [Vanilla or Chocolate? Choices Increase Sales](https://susantrivers.com/vanilla-or-chocolate-choices-increase-sales/) - Say goodbye to "buyer's remorse." Buyers have more confidence in their decisions -and your firm-when they have had the opportunity to choose from options.
- [Owners - Work ON Your Business](https://susantrivers.com/owners-work-on-your-business/) - Three Owners implemented tactics for working ON their businesses, not in their businesses. Revenue and profit are increasing. You can do the same.
- [2 months till Q4 - Are you ready?](https://susantrivers.com/2-months-till-q4-are-you-ready/) - Start these 4 tactics now to finish 2024 strong: increase prices, reduce expenses, increase leads, sign new clients. You have 21 weeks, use them wisely
- [Trends--AI will kill hourly billing](https://susantrivers.com/trends-ai-will-kill-hourly-billing/) - Trading time for money (hourly billing) is a long-time practice in professional and B2B services firms. AI is reducing the money you can get for your time.
- [Bad and Good Reasons to Increase Fees](https://susantrivers.com/bad-and-good-reasons-to-increase-fees/) - Firms are entitled to increase their fees. The successful firm does this whenever they increase the impact they deliver to their clients.
- [The Pitch: A Book, a Webinar and the Choice Framework](https://susantrivers.com/the-pitch-a-book-a-webinar-and-the-choice-framework/) - Why would a CEO or Business Owner choose customized expertise delivered in person by a consultant over a book or webinar/online course? Here's why
- [Want More Revenue? Choose Tactics Carefully](https://susantrivers.com/want-more-revenue-choose-tactics-carefully/) - The single most effective tactic for revenue growth is attracting great fit clients. They will want to pay proportionally for the IMPACTs you deliver.
- [I struggled with pricing until I did this...](https://susantrivers.com/i-struggled-with-pricing-until-i-did-this/) - Hal was trapped by the "time is money" lie. Once he pushed through that, he began to use his time to build interest in his new options: Secure, Leisure, Estate.
- [Learn to LOVE this Question](https://susantrivers.com/learn-to-love-this-question/) - How comfortable are you when a prospect asks "How much?" Want to get comfortable and also overcome pricing objections? Stop giving prices buyers can object to.
- [Be the Lexus of Your Industry](https://susantrivers.com/be-the-lexus-of-your-industry/) - While your firm doesn't sell cars, Lexus provides a great analogy for your own professional and B2B services options. Reliability and quality, no matter what.
- [Are You Lying to Your Clients?>](https://susantrivers.com/are-you-lying-to-your-clients/) - Every billable hour contributes to covering all the expenses of the firm. It is not true that an hourly rate is only for direct-to-client work.
- [Does your Great Fit Client look like this?](https://susantrivers.com/does-your-great-fit-client-look-like-this/) - When you attract your firm's Great Fit client you will do your best work for the right fee without working crazy hours. Describe your Great Fit clients today.
- [Special Edition - Pricing FAQs](https://susantrivers.com/special-edition-pricing-faqs/) - Pricing is complex and varies by company. I answer three of the top questions about pricing that will help your company generate the revenue it deserves.
- [Get off the ground floor!](https://susantrivers.com/get-off-the-ground-floor/) - Don't toss out years of experience because you're starting something new. Use your marketing, sales, services, operations, & finance knowledge when you pivot.
- [Are you letting Net Profit Margin happen by accident?](https://susantrivers.com/are-you-letting-net-profit-margin-happen-by-accident/) - Are you letting your net profit margin happen by accident? Instead, if you set an NPM target, you'll make all decisions to help the company reach that target.
- [It's as Close to Magic as Anything in Business](https://susantrivers.com/its-as-close-to-magic-as-anything-in-business/) - You have a magic wand at your disposal. What is it? Raising your prices by 10% immediately. Don't let fear or past policies hold you back. Use it!
- [Does Pricing Your Services Drive You Crazy?](https://susantrivers.com/does-pricing-your-services-drive-you-crazy/) - How much should we charge? Is this too much or too little? What will clients think? I wish there was a formula for business and professional services firms.
- [Do NOT give options to prospects…](https://susantrivers.com/do-not-give-options-to-prospects/) - If you think are time consuming to design and will confuse clients, your revenue will disappoint. 3 optionsgenerate far more profit than the effort it takes.
- [Limiting beliefs reduce revenue and profit](https://susantrivers.com/limiting-beliefs-reduce-revenue-and-profit/) - If you believe you can't do something, you'll act to make that belief come true. If you believe you can do something, you'll act to make that come true.
- ["It's too expensive" is not an objection to the price](https://susantrivers.com/its-too-expensive-is-not-an-objection-to-the-price/) - When a prospect says "it's too expensive" don't get angry. Understand that they're reacting to 3 important things that are missing from your proposal.
- [Behind the Scenes of an IMPACT Based Pricing Transition](https://susantrivers.com/behind-the-scenes-of-an-impact-based-pricing-transition/) - Adopting IMPACT Based Pricing is more art than science which follows key steps. Get a "behind the scenes" look at how to take those steps.
- [Prospects ghosting? It's because you didn't give them choices](https://susantrivers.com/prospects-ghosting-its-because-you-didnt-give-them-choices/) - Ghosting means you didn't get any response to your proposal from a prospect or client. In other words...dead silence and no business.
- [Are you making clients feel bad?](https://susantrivers.com/are-you-making-clients-feel-bad/) - Good, Better, Best confers status on the buyer. Good and better imply a lower status than Best. Use names that make the buyer feel great, no matter their choice.
- [3 decisive actions to increase Q4 revenue and profit](https://susantrivers.com/3-decisive-actions-to-increase-q4-revenue-and-profit/) - Make the most of Q4 of 2023. Take these 3 steps to increase revenue and improve cash flow right now. Not all changes need months of planning. Just do it!
- [Solve your hourly billing problems with one solution](https://susantrivers.com/solve-your-hourly-billing-problems-with-one-solution/) - IMPACT Based Pricing is the one pricing model that solves all the problems caused by hourly billing. You don't have to be stuck with pricing that hurts.
- [Grow as you learn and earn higher fees](https://susantrivers.com/grow-as-you-learn-and-earn-higher-fees/) - Think of your expertise like money. When you keep your money in an investment, each day's interest adds to the principal. Your experitse compounds the same way.
- [Is your cash flow helter-skelter?](https://susantrivers.com/is-your-cash-flow-helter-skelter/) - Cash flow is the relationship between cash coming in and cash going out. Whatever's in the bank should be more than what you need to pay.
- [Understand these two points of view to increase revenue](https://susantrivers.com/understand-these-two-points-of-view-to-increase-revenue/) - When the position of a provider clashes with the position of a buyer, there's no sale. When interests align revenue flows.
- [Kill the root cause of negative cash flow forever](https://susantrivers.com/kill-the-root-cause-of-negative-cash-flow-forever/) - Do you want bandaids or to banish negative cash flow forever? You must be paid in advance. My advice on pricing strategy is how you do that.
- [Don't make this costly unforced error](https://susantrivers.com/dont-make-this-costly-unforced-error/) - Do you focus on Return on Investment but ignore Cost of Inaction. Celeste did that and now she's sorry. Don't be like Celeste.
- [Update Your Marketing when you Update your Pricing](https://susantrivers.com/update-your-marketing-when-you-update-your-pricing/) - You've adopted IMPACT Based Pricing. Now what? Your marketing needs to reflect the life changing differences you deliverto your clients.
- [Want to raise your fees? Think "renovation"](https://susantrivers.com/want-to-raise-your-fees-think-renovation/) - "New and improved" always attracts attention. The same is true when you "renovate" your pricing strategy and pricing model. Grab your tools and get busy
- [“I did the thing I was most afraid of…”](https://susantrivers.com/i-did-the-thing-i-was-most-afraid-of/) - We were scared about a key element of succssful IMPACT Based Pricing. It turned out to be the very thing that helps us stand out from the competition.
- [Get pricing strategy right!](https://susantrivers.com/get-pricing-strategy-right/) - Pricing strategy is not anywhere near interchangeable with pricing model. Your strategy is the rule. Your model is the application of the rule.
- [This Owner's Thinking Cost Her Dearly](https://susantrivers.com/this-owners-thinking-cost-her-dearly/) - Want your weekends back? Overworked by manual data entry and recordkeeping? For Pete's sake, hire an outside bookkeeper and an accountant.
- [Disrupt the status quo and stop settling for "getting by"](https://susantrivers.com/disrupt-the-status-quo-and-stop-settling-for-getting-by/) - Your current revenue and profit are the results of choices you've made. To increase them you have to disrupt the status quo and choose differently.
- [Bad cash flow can't be fixed this way](https://susantrivers.com/bad-cash-flow-cant-be-fixed-this-way/) - Cash flow cannot be fixed from the finances point of view. It has to be fixed with this strategy: ditching hourly billing.
- [Use pushback to make the case for action now](https://susantrivers.com/use-pushback-to-make-the-case-for-action-now/) - Indecision is frustrating for providers and hurts buyers even if they don't admit it. Asking 'what happens if you don't fix it' can help them decide.
- [Use Choice + Anchoring to Increase Sales](https://susantrivers.com/use-choice-anchoring-to-increase-sales/) - Humans need choices to feel in control. You can use the anchoring bias effect with the choices you offer to increase revenue.
- [Change is hard not changing makes life much harder](https://susantrivers.com/change-is-hard-not-changing-makes-life-much-harder/) - Not changing her beliefs had this CEO stuck, stuck, stuck. When she changed her beliefs, she added $880,000 to her firm's top line in just 2 years.
- [What got you here won't get you there](https://susantrivers.com/what-got-you-here-wont-get-you-there/) - You did everything right to reach this year's goal. Congrats! Next year's goal requires changes or you'll only hit this year's revenue again.
- [Need 1 Change that will Make a Big IMPACT?](https://susantrivers.com/need-1-change-that-will-make-a-big-impact/) - This IMPACT only requires that you believe your firm should be paid for the life changing differences it delivers. Yes? Then increase your fees by 10%.
- [Why 52% of prospects say "No"](https://susantrivers.com/why-52-of-prospects-say-no/) - Buyers want control. When you make a take-it-or-leave-it proposal or charge by the hour, you deny them control. So they deny you the business.
- [Are you reading your numbers like detectives read clues?](https://susantrivers.com/are-you-reading-your-numbers-like-detectives-read-clues/) - Detectives investigate what's hidden in the clues they find. When you do the same with your firm's numbers, you'll make informed and effective decisions.
- [Are you losing money because of this terrible sales question?](https://susantrivers.com/are-you-losing-money-because-of-this-terrible-sales-question/) - Not all buyers are in pain, or are facing challenges. If you offer only pain relief you're missing out on hundreds of thousands of dollars or more.
- [Compounding works on expertise just like it works on money](https://susantrivers.com/compounding-works-on-expertise-just-like-it-works-on-money/) - Every client project changes the client's life & boosts your ability to change the next client's life. That's compounding. Start at the next level.
- [How many old receivables will it take before you do something?](https://susantrivers.com/how-many-old-receivables-will-it-take-before-you-do-something/) - Too many old Accounts Receivables will hurt even a well-run company with solid revenue. You can reduce receivables with two changes.
- [What are You Doing to Increase Profit in 2021?](https://susantrivers.com/what-are-you-doing-to-increase-profit-in-2021/) - This year is devoted to PROFIT I am singularly focused this year on helping privately owned, expert knowledge-based companies make a profit from every engagement (sale) and increase their total annual profit. Why? 1) Profit tells you how the company is being managed. It is the definitive measure of a company. It is critical for
- [What Does Profit Reveal About Management Effectiveness?](https://susantrivers.com/what-does-profit-reveal-about-management-effectiveness/) - Profit tells you how the company is being managed. It is the definitive measure of a privately owned services or knowledge based company. Is this a “duh” statement? I don’t think so. It’s easy to get caught up in the day-to-day activities and lose sight of the fact that privately owned firms are the embodiment
- [Is Company Profit Delivering a Risk Premium to You As Owner?](https://susantrivers.com/is-company-profit-delivering-a-risk-premium-to-you-as-owner/) - Is 2021 the year you’re going to wear your investor hat rather than your owner hat? I hope it will be. You deserve so much more for all the risk you’re taking. Profit is the return on the investment risk the company owner(s) takes by being in business in the first place. Running a company
- [Is Company Profit Also Building Your Owner Wealth?](https://susantrivers.com/is-company-profit-also-building-your-owner-wealth/) - Do you see your firm’s profit goal a means to build owner wealth, as well as being an indicator of management effectiveness and a premium for the risk of being in business? Or is it a hunch? A dream or wishful thinking? Deeply subjective? Hunches are great for innovation and growth (I wrote the book
- [Are You Afraid to COMMIT to Value Based Pricing?](https://susantrivers.com/are-you-afraid-to-commit-to-value-based-pricing/) - “How can we get our associates to embrace Value Based Pricing? Everyone is so used to living by the demands of their time sheets.” Three professional services firms’ owners and founders asked me this question last week. I hear you! Habits are hard to break and their impact goes deep. Value Based Pricing goes deep
- [Every Accomplishment Begins with the Decision to Act](https://susantrivers.com/every-accomplishment-begins-with-the-decision-to-act/) - Once you’ve committed to implementing Value Based Pricing (see Step 1 COMMIT), it’s time to get started. Successfully implementing Value Based Pricing requires phasing it in. I never recommend trying to flip a switch. Step 2 PREPARE helps you begin the phase-in. No one succeeds without confidence and that only comes from intense preparation. The
- [Are You Trapped By Certainty about Your Pricing Model?](https://susantrivers.com/are-you-trapped-by-certainty-about-your-pricing-model/) - Adopting Value Based Pricing, which is the only ethical pricing model for services firms, will lead to a complete makeover of the company’s systems and thought processes. It re-shapes everything you’ve been certain about. That’s a great benefit for growth-minded firms and their clients. Certainty can become a trap. Conditions change, and you must be
- [I'll Never Forget the First 'Yes'](https://susantrivers.com/ill-never-forget-the-first-yes/) - The call came one afternoon just after I had completed training to talk about Value Based Pricing, including responding to objections (Step 4). I declared we were ready to implement Value Based Pricing. We’d done the phase-in work: Commit, Prepare, Establish and Train. Now it was time for implementation. The Senior VP of Business Development
- [One and Done or Consistent Value Over Time?](https://susantrivers.com/one-and-done-or-consistent-value-over-time/) - Congratulations! Your firm has implemented Value Based Pricing starting with Step 1 COMMIT, through Step 2 PREPARE, Step 3 ESTABLISH, and Step 4 TRAIN. Your providers are delighting clients with high value for a fee commensurate with that value. Your internal systems are in place ensuring that engagement agreements and invoicing support Value Based Pricing.
- [What's the Difference Between Deliverables and Value Delivered?](https://susantrivers.com/whats-the-difference-between-deliverables-and-value-delivered/) - One CPA tossed deliverables and doubled revenue in one year. Would double revenue make a difference to your firm? When professional and business services firms work on their pricing, they look at what the competition charges, their own history, their industry “best practices” and expenses. They enumerate their deliverables. Where’s the client in all of
- [Disguising Hourly Billing is Still Hourly Billing](https://susantrivers.com/disguising-hourly-billing-is-still-hourly-billing/) - Too many professional and Business services firms struggle with Value Based Pricing: they fear losing money; they struggle with how to set value based fees for individual clients; and they don’t know how to make it clear to their clients that Value Based Pricing benefits the client. They do know, however, that hourly billing is
- [Is Your strategy Complete without a Pricing Model?](https://susantrivers.com/is-your-strategy-complete-without-a-pricing-model/) - Does it make sense for your company to have a strategy without choosing a pricing model? We think of strategy as the foundation of planning and implementation. It’s like the good nutrition an athlete needs to execute the weight building, running or other details of their regimen. If this seems like an approach that would
- [Tenacity and Resolve: Easy to Say, Hard to Do](https://susantrivers.com/tenacity-and-resolve-easy-to-say-hard-to-do/) - Tenacity, resolve, grit, persistence…. We see and hear these words from every source. You need tenacity to reach your goals! Resolve to put one foot in front of the other, even if your feet are blistered and painful. Grit is that internal toughness that helps you power through the difficult times. Persistence means to keep
- [Are You Trapped by Tenacity?](https://susantrivers.com/are-you-trapped-by-tenacity/) - Is it possible tenacity can trap you? We business owners tend to nod vigorously when we’re exhorted to be tenacious, to persist, to let our grit and resolve carry us through the challenges we face. I do it myself, and I wrote about the evidence that founders and owners have a lot of built-in tenacity
- [Should Owner Choose Between Being CEO and Chief Provider?](https://susantrivers.com/should-owner-choose-between-being-ceo-and-chief-provider/) - When Brian and Janice started their CPA firm 20 years ago, they did everything: business development, tax returns and other services, and managing the back office tasks that keep a company running. As the firm grew, they continued doing client work themselves, as well as BD and the back office. By year 20 their client
- [How Much Could You Gain by Letting Go?](https://susantrivers.com/how-much-could-you-gain-by-letting-go/) - When he turned 10 months old, my Bernese Mountain Dog Gabe became completely impulsive and difficult to control on a leash. He loves dogs and people and he wanted to exuberantly greet everyone who came near. He’s also over 100 pounds and is very strong. My response for 3 years was to work harder and
- [What Are You Doing to Relieve Owner's Stress?](https://susantrivers.com/what-are-you-doing-to-relieve-owners-stress/) - Chances are that if you were stressed about your business before the pandemic, that stress is greater now. If you weren’t stressed before, you may have experienced it the past several months. I experienced my own elevated stress and have worked with many professional and business services firm owners to mitigate theirs. Now that we
- [Why Knowledge Work is Not Like Assembly Line Work](https://susantrivers.com/why-knowledge-work-is-not-like-assembly-line-work/) - When your intellect doesn’t crank out content in neat hourly increments why should you sell or buy hours? I had a fierce disagreement with a CEO last week about value based pricing versus hourly billing. He insisted that the only way he could have control over my work was to pay by the hour. I,
- [Is the Idea of a ‘Nest Egg’ Outdated?](https://susantrivers.com/is-the-idea-of-a-nest-egg-outdated/) - I’m going on a bit of a rant this week! I hope you’ll find it helpful. For many years financial advisors, M&A advisors, insurance brokers, bankers, and estate planning attorneys talked about “exit planning” or “liquidity events.” They were dismayed as owners were disappointed by the money they got for the company they’d nurtured for
- [How to Avoid Being Underpaid and Overworked](https://susantrivers.com/how-to-avoid-being-underpaid-and-overworked/) - The tension in his voice was palpable. “I do not know how to set a value based fee and I’m afraid we’ll lose our shirt with this client.” Chris is not alone in this fear. Firm owners who are determined to adopt Value Based Pricing often face a big opportunity and challenge: a client with
- [How Are You Covering the Costs of Hourly Billing?](https://susantrivers.com/how-are-you-covering-the-costs-of-hourly-billing/) - Corporate training firm founder and owner Elaine felt frustrated that she could never get her firm’s profit to grow faster than around 3% per year. When she and I first looked at her Profit & Loss statements for the past 3 years, nothing jumped out as a red flag. Revenue, Expenses, Profit all marched neatly
- [Is Your Professional Services Firm Viable or "Buy-able"?](https://susantrivers.com/is-your-professional-services-firm-viable-or-buy-able/) - Ed W. dropped his jaw when his financial advisor told him how much money he’d need to ensure the retirement life he and his wife had imagined for the past twenty years. Then he brightened because he knew his accounting firm was solid. The sale of the firm would contribute the bulk of the money
- [How Are You Promoting Innovation in Your Services Firm?](https://susantrivers.com/how-are-you-promoting-innovation-in-your-services-firm/) - You are feeling good! Your firm is making progress: revenue is increasing, profits are growing, customer and client retention is working, you’re getting referrals, and your financials look good. Why rock the boat with innovations? Why redirect resources to innovation when things are going well? I completed a consulting engagement with a firm that’s a
- [How Are You Reducing Threats to Your Company?](https://susantrivers.com/how-are-you-reducing-threats-to-your-company/) - Jay P., Founder and CEO of a CPA firm, look puzzled when I asked him how he was reducing threats to his company. This was in the context of a LADRSM assessment we’d undertaken. “Threats?” he asked. “We’re doing great. Revenue up year over year, clients happy, latest technology in place. I don’t think there
- [Are You Using Test and Learn to Spur Growth?](https://susantrivers.com/are-you-using-test-and-learn-to-spur-growth/) - If you’re not familiar with test and learn, you’re in good company. Most Owners of professional services firms aren’t acquainted with this smart concept that reduces the risk of implementing new ideas. Trivers Consulting Group has been implementing a version of it with clients for years, although only recently did we become familiar with the
- [Have You Inadvertently Created a Rock-Hard Revenue Ceiling?](https://susantrivers.com/have-you-inadvertently-created-a-rock-hard-revenue-ceiling/) - Ed and Diane built and built and built their tax practice until they had more than 2500 tax return clients every year. Talking to them in late May, I learned they were exhausted and ready to get out of the business. Why were they exhausted and why did they want to sell their firm? Because
- [It's the WHAT Not the Why that Makes Money](https://susantrivers.com/its-the-what-not-the-why-that-makes-money/) - I’ve been seeing a sudden increase is articles, blogs, and podcasts urging every business owner and associate to find their why. If you’re deeply focused on profit and revenue, does this make sense? Your “why” may get you out of bed every morning but it is unlikely to be the reason people become your customers
- [How Will You Break Out of Your Box?](https://susantrivers.com/how-will-you-break-out-of-your-box/) - I read a post about how personality assessments create boxes around people. The test or assessment says “I am this or that”—and therefore I must conform to it. Whether months or years later, people continue to identify in whatever way the assessment told them to. The writer, Mark J. Silverman, made the point that any
- [What Visions of Profit Dance in Your Head?](https://susantrivers.com/what-visions-of-profit-dance-in-your-head/) - Profits are the end goal of every company. It’s seems straightforward--if we just focus on profits, we’ll succeed beyond our wildest dreams! We all know from experience that it’s not so easy. I find that the best way to profits is to understand their meaning, not just their dollar value. Profits have different meanings within
- [Good Better Best is Not Value Based Pricing](https://susantrivers.com/good-better-best-is-not-value-based-pricing/) - You’ve come to realize that not all clients or prospective clients desire, need, or want the same value, so your firm offers three options: Good, Better, Best. (Or Platinum, Gold, Silver) What if Good, Better, Best shortchanges your clients—and your company’s bottom line? I started thinking about the harm of Good, Better, Best during a
- [What’s the Value of an Intangible?](https://susantrivers.com/whats-the-value-of-an-intangible/) - “How do we calculate the fee that’s commensurate with the value delivered?” That is THE question every services company asks when contemplating the value based pricing (VBP) model, and it continues even for firms who have adopted VBP already. Value Based Pricing is the only pricing model that compensates the provider for the life changing
- [What Critics Have Wrong about Cost Plus Pricing](https://susantrivers.com/what-critics-have-wrong-about-cost-plus-pricing/) - Do a search for cost plus pricing and you’ll get 75 million hits. The vast majority of these will state that cost plus pricing is a terrible pricing model and to avoid it like the plague. These writers assume the worst about companies’ ability and interest in doing the hard work required to price effectively.
- [Value Based Pricing Cold Feet? Warm Up This Way](https://susantrivers.com/value-based-pricing-cold-feet-warm-up-this-way/) - Do you ever ask yourself “Are we leaving money on the table?” Many firms successfully cover their costs and make a profit. And yet---they wonder “are we leaving money and profit on the table?” The answer is too often “yes,” and the cause is their choice of pricing model. While a solid strategy, brand and
- [Do This One Thing and Kill Your Revenue](https://susantrivers.com/do-this-one-thing-and-kill-your-revenue/) - Creatives, Knowledge-based Professionals, Specialists or SMEs--When your firm factors competitor’s prices into your prices, you’ve chosen the one thing that is guaranteed to kill your revenue. How? Your firm: Becomes a commodity without differentiation Is subject to every downward trend in pricing Needs more and more volume to increase revenue Three Pricing Points of View
- [Dread Falling Revenue? Uncover the Stories Behind It](https://susantrivers.com/dread-falling-revenue-uncover-the-stories-behind-it/) - Numbers don’t have intrinsic meaning. What would 10 mean to you if you didn’t understand the number 1? Numbers have meaning because you’ve learned context or relationships. When a kid first learns numbers, they just learn the names of the numbers. When they learn to count, they see various groupings of objects and the word
- [CEO, CFO, CMO: Who Chooses Firm's Pricing Model?](https://susantrivers.com/ceo-cfo-cmo-who-chooses-firms-pricing-model/) - “Pricing Model” means how the firm charges for its services and products. There are two primary options: time based, and value based.* Which Executive Should Choose the Pricing Model? Chief Financial Officer (CFO)? Companies typically look to the CFO for all their financial advice. The CFO knows the firm’s financials well, has been trained to
- [Is THIS What You Want Your Clients to Believe?](https://susantrivers.com/is-this-what-you-want-your-clients-to-believe/) - What if charging for time communicates to clients and prospects that “We focus on our internal interests above all. When we focus on OUR interests we will prosper as a firm.” How Does this Happen? All time-based pricing models look at the hours in a week as the foundational resource. As with any resource, the
- [Is the 4-P Marketing Mix Costing You Money?](https://susantrivers.com/is-the-4-p-marketing-mix-costing-you-money/) - Ask any marketing expert or advisor and they’ll tell you to learn and follow the 4 Ps of Marketing, or the Marketing Mix: Product, Price, Place, and Promotion. They’ll help your company apply the 4 Ps of the Marketing Mix if you can’t or won’t do it yourself. (That’s a good thing by the way!)
- [Should You Make a Cyber Monday Special Offer?](https://susantrivers.com/should-you-make-a-cyber-monday-special-offer/) - Cyber Monday is all about making big sales online the Monday following Thanksgiving. But, you don’t sell sweaters, electronics, or sporting goods, which are all the rage on Cyber Monday. Could your services firm get a holiday season boost on Cyber Monday? Yes, you can! Services firms are in business to deliver life-changing outcomes to
- [Are Your Profits Depressed? Here’s How to Tell](https://susantrivers.com/are-your-profits-depressed-heres-how-to-tell/) - “Every month I keep my fingers crossed when I look at the profits on our Profit & Loss statement” the Owner of a web design agency told me. “Why?” I asked. “Because it’s always disappointing. Our team has amazing creativity and skills and profits never seems to keep up with that. The more they know,
- [Hmmm…Could Confidence Limit Your Profits?](https://susantrivers.com/hmmmcould-confidence-limit-your-profits/) - Hourly rates and other time based pricing practices give your firm confidence. They’re simple and straightforward. and once rates are set, every client is charged those rates. You have no worries! You: Don’t have to know too much about the client’s needs, wants, or desires. They told you they’re looking for X services. You tell
- [We’re Already Doing Everything! How Do We Make More Money?](https://susantrivers.com/were-already-doing-everything-how-do-we-make-more-money/) - The training company CEO challenged me: “We’re already doing everything we can for our clients. How can we make more money unless we raise our prices?” With a few careful questions I helped her arrive at her “aha” moment. The barrier, she realized, was the word “doing.” They were doing it all—by which she meant
- [What's Your Game Changer for Growth in 2022?](https://susantrivers.com/whats-your-game-changer-for-growth-in-2022/) - “Everywhere I turn there’s advice on making 2022 a better year. But I’m not sure how to choose the real game changer. What do you think?” This question from CEOs keeps popping up during our phone calls. What do you do when similar thoughts start going through your mind? Do you cast about for the
- [Is Your Pricing Method Driven By the Competition?](https://susantrivers.com/is-your-pricing-method-driven-by-the-competition/) - Do these statements sound familiar? “We charge a little less than the law firms that do this kind of work.” “We look at what other videographers charge and price just a bit less.” “We’ve adopted a ‘price-to-win’ mindset that helps us offer top value for a little less than the competition.” You’re in plentiful company
- [Do You Resolve to Raise Your Fees in January?](https://susantrivers.com/do-you-resolve-to-raise-your-fees-in-january/) - The calendar turns to January and companies resolve to change/increase their fees or rate structure. After all, another year has gone by, its time, they think. What does this even mean? The calendar drives your pricing? That there’s something magical about the calendar year that creates a rationale for higher fees or prices? The
- [Want to Raise Fees? Here's How](https://susantrivers.com/want-to-raise-fees-heres-how/) - Services firm owners want to raise fees and often ask me how to talk with clients about them. This is especially prevalent in January. Here’s advice I’ve given clients. You can adapt these ideas to your specific services areas. IT or Tech Services What’s the life changing value that comes from being on the cutting
- [Does Your Firm DESERVE a Profit? Yes It Does](https://susantrivers.com/does-your-firm-deserve-a-profit-yes-it-does/) - Your knowledge based services firm deserves a profit from every engagement. As the Owner or CEO, you have to be crystal clear in your mind and your heart that you deserve to earn a profit. Profits should not be optional, nor should you see profits as greedy or unseemly. Believe it or not, I hear
- [How to Overcome Fears About Value Based Pricing](https://susantrivers.com/how-to-overcome-fears-about-value-based-pricing/) - What should we charge? Value based pricing vs. time based pricing continues to be an issue as it has ever since the first knowledgeable expert decided to sell that knowledge. Business owners need ever more understanding and new approaches to price their knowledge for a profit. They need to write a new pricing story. Value
- [Ten Examples of Life Changing Value Your Firm Can Deliver](https://susantrivers.com/ten-examples-of-life-changing-value-your-firm-can-deliver/) - A solo practitioner posted the following on LinkedIn which inspired me to give these examples of life changing value. “When I inevitably pitch it (my services options) to clients, it'll be much more value-focused. I'm just figuring out how I should present it? Do I force every tax client to have year-round support? Do I
- [Make Time to Sharpen Your Knives—uh, Business Processes!](https://susantrivers.com/make-time-to-sharpen-your-knives-uh-business-processes/) - My nephew and his wife love to make delicious and nutritious meals every evening. When they were both deep into writing dissertations, teaching students, and caring for their infant daughter, they still made daily meal prep a priority. I noticed that they used one small paring knife for almost every task requiring a knife and
- [Would Your Pricing Strategy Pass This Test?](https://susantrivers.com/would-your-pricing-strategy-pass-this-test/) - You know your pricing strategy is working…because your company is taking in revenue every day. Would it be out of line to suggest...that your pricing strategy may be costing you money? Test your pricing strategy against these known costs. Does your pricing strategy: Delay receivables for 30 days or more after completion or delivery? Motivate
- [Timesheets Create Efficiency--True or False?](https://susantrivers.com/timesheets-create-efficiency-true-or-false/) - Timesheets will help you improve efficiency, they claim! Do you ever want to scream when you read people promoting one solution as the secret sauce to achieving every goal? I feel like that when I read how timesheets will transform your knowledge services firm into a paragon of efficiency. What’s the Problem? Experts who use
- [Is The Decision-Maker Who You Think It Is?](https://susantrivers.com/is-the-decision-maker-who-you-think-it-is/) - Who's the Decision-Maker? Company D's decision-maker spent 12 months cultivating a relationship with a desirable client. He was anticipating submitting a bid for a 5 year contract. The RFP was finally issued, and it included a submission that requires a specialized skillset to execute at the highest level. I have that skillset, and they asked
- [The Plumber Does It. Why Don’t You?](https://susantrivers.com/the-plumber-does-it-why-dont-you/) - If plumbers can charge value based fees, why won’t your knowledge based firm do the same? Knowledge is knowledge and every industry has its complexities and unknowns. How the Plumber Does It I called my plumber for my annual inspection and to have him fix a few things. He spent about an hour inspecting every
- [My highly talented client didn't know what to do...](https://susantrivers.com/my-highly-talented-client-didnt-know-what-to-do/) - My client, Elena, didn't know what to do. She and her staff design gorgeous websites for her business clients. They attract lots of readers and the Google Analytics are impressive. Elena was in a bind. She was inundated with requests for her work and worked furiously nearly day and night. She hired several other designers
- [Thinking While Driving--How Do You Charge for That?](https://susantrivers.com/thinking-while-driving-how-do-you-charge-for-that/) - Eric’s story: “My client, a top notch consultant in the safety industry, struggled very month to use his financial statements as decision-making tools. He read the numbers, but they didn’t help him answer questions or solve problems. I was driving one day when I suddenly pictured with extreme clarity exactly how I could re-design his
- [What Does IMPACT Sound Like?](https://susantrivers.com/what-does-impact-sound-like/) - Do you hear the sound of IMPACT when a client says "You made a difference"? You probably say thanks, and then move on. Compliments make you self-conscious, perhaps a bit uncomfortable. It’s your job to do great work for your clients. Of course, you would implement at the highest level. But wait, there’s so much
- [What Better Time than Now for IMPACT Based Pricing?](https://susantrivers.com/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
- [What Do Complaints about Invoices Really Mean?](https://susantrivers.com/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.
- [Struggle with Client AND Improve the Relationship](https://susantrivers.com/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
- [Surprising Reasons Why Clients Don't Trust Hourly Billing](https://susantrivers.com/surprising-reasons-why-clients-dont-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
- [Tax Return Reveals Pricing Lessons for You](https://susantrivers.com/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
- [How to Make the IMPACT Your Clients Need](https://susantrivers.com/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, prominent in the field of international development, was competing to win a $30 million grant. They were needed guidance about how to use their 30 minutes in the most powerful way. I read the materials
- [Discounts Always Bite You](https://susantrivers.com/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
- [You’re Not an Imposter - Stop Acting Like One!](https://susantrivers.com/youre-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
- [Are You Luring Clients or Rewarding Them?](https://susantrivers.com/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,
- [What If Productivity Does More Harm than Good?](https://susantrivers.com/what-if-productivity-does-more-harm-than-good/) - 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
- [When Is the Right Time to Discuss Fees?](https://susantrivers.com/when-is-the-right-time-to-discuss-fees/) - "When is the right time to discuss fees, Susan?" my client asked. He called after a particularly frustrating conversation with a prospect that started well and then went south. “What is your rate?” the CEO asked, as the call was ending. The compliance firm CEO hemmed and hawed and finally blurted out that the firm
- ["Ya Gotta Believe"](https://susantrivers.com/ya-gotta-believe/) - In July 1973, the New York Mets were in last place. During an emotional team meeting, pitcher Tug McGraw jumped up and shouted “ya gotta believe!” That became the rallying cry for the team and the fans. It—and some great playing!--took the Mets from last place to the World Series in 1973. With three simple
- [Are You a Critical Life Jacket to Your Clients?](https://susantrivers.com/are-you-a-critical-life-jacket-to-your-clients/) - The sun is shining, the white sand beach is lulling you into deep relaxation. Someone comes by offering you a life jacket, just in case. You wave them away, no need for that. A bit later, while you’re out in the ocean, a storm suddenly whips up. The shore seems far away. “I wish I
- [Are Your Fees Growing as Clients Climb Each Step?](https://susantrivers.com/are-your-fees-growing-as-clients-climb-each-step/) - Clients have to climb each step on the way to success. This man is missing this point. He's looking at the top of the stairs, as if to say that “success is mine only when I reach the top.” You know that the top is reached by achieving success on each and every step. As
- [This common question could cost you](https://susantrivers.com/this-common-question-could-cost-you/) - We experts always need to know if the prospect or client has money to pay us, whether it’s for one project or an ongoing engagement. Sales experts tell you to ask bluntly “What is your budget for this?” It’s part of the qualifying step. Then they tell you how to respond when the client refuses
- [How does hourly billing make sense?](https://susantrivers.com/how-does-hourly-billing-make-sense/) - The way I see it, you do not deliver value in every hour of intellectual knowledge work. Not because you're dishonest or unethical. But because the value and IMPACT of intellectual knowledge work does not unfold in neat 60 minute increments. It unfolds in bursts, in front of your computer, in your car,
- [You see this in every meeting, right?](https://susantrivers.com/you-see-this-in-every-meeting-right/) - You have a company meeting to discuss an idea, solve a problem or choose a service provider. You put the topic on the table and wait for reactions. Deb says, “I don’t see that working very well.” John says, “OMG that’s a great idea.” Margo says, “What if we do it this way?” This is
- [That Elephant is Just Too Big for One Forkful...](https://susantrivers.com/that-elephant-is-just-too-big-for-one-forkful/) - You go into the purchase of a house or a car (or an elephant) knowing that what you see is what you’ll get. You’re able to see the finished product before you buy, except for minor modifications or additions to the car or house, Don't use these big ticket items as analogies for your knowledge
- [What the heck is happening to our revenue?](https://susantrivers.com/what-the-heck-is-happening-to-our-revenue/) - It seems all is not cheery in the hourly billing world. A talented and creative videographer launched an independent videography company. She chose to market to arts and culture non-profits. As a painter and musician herself, she feels a deep affinity for the missions of these organizations. She got some outstanding marketing help and pretty
- [How to help clients say “Now I get It”](https://susantrivers.com/how-to-help-clients-say-now-i-get-it/) - You’re speaking with a current client as part of your firm’s adopting IMPACT based pricing. This is a significant change from hourly billing. In most cases, it takes a knowledge services firm several months to fully adopt the IMPACT Based Pricing mindset: “We deliver life changing IMPACT for a fee proportional to that IMPACT.” Now
- [Claim Your Brilliance and Get Paid for It](https://susantrivers.com/claim-your-brilliance-and-get-paid-for-it/) - What is brilliance? Einstein? Disney? Steve jobs? All of these and untold thousands more had ideas that we enjoy in the world as we know it today. The ideas were brilliant and led to the life changing IMPACT that followed. Did they get paid for their brilliance? In many ways, yes, but certainly not by
- [The Best answer to the #1 Networking Question](https://susantrivers.com/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
- [Do people resist paying for your services?](https://susantrivers.com/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
- [How Do You Pay for a Non-Billable Executive?](https://susantrivers.com/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
- [Big brother won't generate revenue or client happiness](https://susantrivers.com/big-brother-wont-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
- [Don't tell yourself you can't concentrate](https://susantrivers.com/dont-tell-yourself-you-cant-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
- [Put love into Labor Day](https://susantrivers.com/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
- [Are you cursed? probably...](https://susantrivers.com/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
- [Set sail or stay safe dockside?](https://susantrivers.com/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
- [Are you wearing handcuffs to work?](https://susantrivers.com/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
- [How to find perfect fit clients without painful discovery calls](https://susantrivers.com/how-to-find-perfect-fit-clients-without-painful-discovery-calls/) - 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
- [What are your blinders hiding?](https://susantrivers.com/what-are-your-blinders-hiding/) - "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 all the distractions CEOs and Owners face. Why am I sharing this with you? Because I agree and disagree with her points and my disagreements are important you. I know
- [Raise Fees in January? Why Wait?](https://susantrivers.com/raise-fees-in-january-why-wait/) - “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 January 1 every third year.” “We’ll raise our rates by 20% starting in January. Sent a letter to all our clients last week.” These are word-for-word quotes from a Managing
- [Clients want IMPACTs not hours](https://susantrivers.com/clients-want-impacts-not-hours/) - “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 that into actual dollars?” Love this question! Dollars follow commitment and language. Segment 4 of the 60 Minute Pricing Makeover Mini Course is an analysis of your recent client work.
- [Issue Chart and Continuum of IMPACT](https://susantrivers.com/issue-chart-and-continuum-of-impact/) - 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 taken a big step towards engagement. How do you find out? The million dollar question is this: Is there something going on/on your mind that made you think we should
- [IMPACT Based Pricing Choice Framework](https://susantrivers.com/impact-based-pricing-choice-framework/) - 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 that all there is?" If you give them many options, they get overwhelmed and just stick with what they know. Years of research concludes that people like "decision simplicity." Build
- [Your business needs an anchor and compass](https://susantrivers.com/your-business-needs-an-anchor-and-compass/) - 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 20 years and sold her last year. “What was the best part of having a boat in the family,” I asked. The woman, Kathleen, said they loved two things: Honey
- [Demand is always strong for unique qualities](https://susantrivers.com/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 LinkedIn profile to find this fun fact! It's a great question with an easily understandable answer. Briefly, elasticity of demand is the concept that describes buying behavior relative to price
- [Copy My Pricing Process to Increase Revenue](https://susantrivers.com/copy-my-pricing-process-to-increase-revenue/) - “I hate being ‘that guy’” The CEO complained to me that every single week he had to nag his professionals to complete their time sheets. They’re due one day after the week ends. “I threaten that their checks will be delayed. I offer rewards for anyone who submits early. Nothing seems to work.” I asked
- [Coulda had 1 million 3 years ago](https://susantrivers.com/coulda-had-1-million-3-years-ago/) - Mel was both happy and frustrated. His company had just recorded the sale that put them $1 million ahead of the past year. In fact, it was ahead of the past three years since revenue had been stubbornly stuck that long. It was a great achievement—and yet, as he looked me in the eye, he
- [5 Gifts to Give Your Firm in December](https://susantrivers.com/5-gifts-to-give-your-firm-in-december/) - December is a magical month! I don’t mean the holiday decorations, the cheery music, and the shopping! I mean the magic of looking both backwards and forwards at the same time. It’s the month when CEOS, Owners, and Partners are eager to take the deepest look into the business. Gift yourself and your business with
- [How I use 3 tips to boost a business](https://susantrivers.com/how-i-use-3-tips-to-boost-a-business/) - As the featured Guest speaker at the E-Suite Summit last week I gave three tips for “Redirecting Your Business for 2023.” I thought, “hey, this is great for every knowledge services business owner." So here we go. There are about three weeks left in this year. Make them count for next year with these three
- [ONE fact every knowledge services firm should remember](https://susantrivers.com/one-fact-every-knowledge-services-firm-should-remember/) - What's that fact? Knowledge services are built to get better: To become more knowledgeable to deliver more significant differences to clients. Why do you take CEUs? Or attend masterclassses? Read books? Go to conferences? To increase your ability to make a difference to clients. Why then would you feel obligated to something people call "price
- [3 scam-stopping steps save time and your sanity](https://susantrivers.com/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
- [New Year New View -- 2023 is up to you](https://susantrivers.com/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
- [Hello Great Fit Clients--Goodbye Weakness and Confusion](https://susantrivers.com/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
- [Value is like a landscape not a monument](https://susantrivers.com/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
- [Take the money even when clients behave badly?](https://susantrivers.com/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
- [3 Pricing Mistakes and How to Fix Them](https://susantrivers.com/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
- [Think Tank Makes an IMPACT](https://susantrivers.com/think-tank-makes-an-impact/) - “Many hours, a ton of IMPACT, not enough money!””Competitors are forcing us to lower our hourly rates!” “I don’t know how to talk to clients about IMPACT Based Pricing. Help!” “Tracking time in 6-minute increments is taking too much time and our associates hate it!” Is there a way to resolve all thes issues? Yes
- [How to keep more of your revenue](https://susantrivers.com/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
- ["Send a Proposal" Good sign or not?](https://susantrivers.com/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?
- [Use SCOPE to list IMPACTs not imputs](https://susantrivers.com/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
- [Economy fears keeping your fees stuck?](https://susantrivers.com/economy-fears-keeping-your-fees-stuck/) - 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

## Pages

- [Home](https://susantrivers.com/) - Susan Trivers STOP Leaving Money on the Table: Why Firms Badly Undercharge and How to Use IMPACT Based ricing to Increase Fees The right fees are everything if you’re an Accountant, lawyer, fractional executive, consultant, or business or executive coach.But too many firms badly undercharge.
- [Contact and Subscribe](https://susantrivers.com/contact-and-subscribe/) - Subscribe and Contact The end of undercharging begins with you:Your Great Fit Client profileThe IMPACTs your firm creates for clientsHow you invite prospects to describe desired IMPACTsThe way you design and offer 3 customized optionsPositioning your firm as a partner who will create ever more significant IMPACTs over timeGet my free, quick-read weekly newsletter. Every
- [Stop Leaving Money on the Table](https://susantrivers.com/stop-leaving-money-on-the-table/) - STOP Leaving Money on the Table Experience the difference! Do you feel like this? Or like this? The fees you charge are everything. When you undercharge your whole firm and your livelihood are at risk. What you’ll find in this book Answers: Why is hourly billing bad? Everyone does it! Clarity: Complete IMPACT Based Pricing
- [Lawyer Case Study](https://susantrivers.com/lawyer-case-study/)
- [How We Help](https://susantrivers.com/services/) - How we Help Adopt IMPACT Based Pricing Stop leaving money on the table Can You Afford to Get Pricing Wrong Meeting
- [Calendar](https://susantrivers.com/calendar/)
- [Blog](https://susantrivers.com/business-growth-blog/) - Susan's Blog Compliance is Your Ticket to High Fees July 28, 2026 I’ve noticed that the phrase “it’s just compliance” is everywhere. Accountants reduce tax returns to “just compliance.” Lawyers write the fine print “just to be Read More > We Lost 22% of Our clients AND It’s Great July 7, 2026 I’m turning this
- [60 Minute Pricing Makeover](https://susantrivers.com/60-minute-pricing-makeover/) - Increase your IMPACT… and your sales With the 60 Minute Makeover IMPACT Based Pricing mini-course Thinking about pricing? Want to make clients happier? And…also make more money? Owners and Founders of knowledge firms completed the 60 Minute Pricing Makeover mini course and enjoyed stellar results:Fees increased. Time away from work doubled.Pivots happened (some by necessity,
- [Choice Framework Proposal Model](https://susantrivers.com/choice-framework-proposal-model/) - How do we scope? And how do we price? Explore Getting proposals right is the second most critical practice for professional and B2B services firms. (The most critical is adopting a pricing strategy that compensates the firm for the life changing differences it delivers to clients.)This comprehensive guide to Choice Framework proposals answers those two
- [Why You Should Escape Hourly Billing Prison](https://susantrivers.com/why-you-should-escape-hourly-billing-prison/) - Why You Should Escape Hourly Billing Prison Explore Is this click bait? Overkill? Mountain out of molehill?I don’t think so.If prison means you have no control over anything in your life, hourly billing meets that definition. When I launched in 1999, everyone did hourly billing.The years passed and hourly billing became more fraught.Clients cancelled meetings
- [Privacy Policy](https://susantrivers.com/privacy-policy/) - Privacy Policy This privacy policy has been compiled to better serve those who are concerned with how their ‘Personally Identifiable Information’ (PII) is being used online. PII, as described in US privacy law and information security, is information that can be used on its own or with other information to identify, contact, or locate a
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## Tags

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- [invoicing in arrears](https://susantrivers.com/tag/invoicing-in-arrears/)
- [interests](https://susantrivers.com/tag/interests/)
- [positions](https://susantrivers.com/tag/positions/)
- [terms and conditions](https://susantrivers.com/tag/terms-and-conditions/)
- [higher value](https://susantrivers.com/tag/higher-value/)
- [next level](https://susantrivers.com/tag/next-level/)
- [increase revenue](https://susantrivers.com/tag/increase-revenue/)
- [fixed fees](https://susantrivers.com/tag/fixed-fees/)
- [life changing differences](https://susantrivers.com/tag/life-changing-differences/)
- [choices](https://susantrivers.com/tag/choices/)
- [options](https://susantrivers.com/tag/options/)
- [lawyers](https://susantrivers.com/tag/lawyers/)
- [discovery](https://susantrivers.com/tag/discovery/)
- [expensive](https://susantrivers.com/tag/expensive/)
- [limiting beliefs](https://susantrivers.com/tag/limiting-beliefs/)
- [underpricing](https://susantrivers.com/tag/underpricing/)
- [price increases](https://susantrivers.com/tag/price-increases/)
- [pivot](https://susantrivers.com/tag/pivot/)
- [successful track record](https://susantrivers.com/tag/successful-track-record/)
- [how do we set our prices](https://susantrivers.com/tag/how-do-we-set-our-prices/)
- [flat fees](https://susantrivers.com/tag/flat-fees/)
- [quality](https://susantrivers.com/tag/quality/)
- [revenue increase. revenue growth](https://susantrivers.com/tag/revenue-increase-revenue-growth/)
- [sales pitch](https://susantrivers.com/tag/sales-pitch/)
- [customization](https://susantrivers.com/tag/customization/)
- [professional services fees](https://susantrivers.com/tag/professional-services-fees/)
- [AI](https://susantrivers.com/tag/ai/)
- [q4](https://susantrivers.com/tag/q4/)
- [revenue increase](https://susantrivers.com/tag/revenue-increase/)
- [new leads](https://susantrivers.com/tag/new-leads/)
- [buyers love choices](https://susantrivers.com/tag/buyers-love-choices/)
- [credibility](https://susantrivers.com/tag/credibility/)
- [value proposition](https://susantrivers.com/tag/value-proposition/)
- [no discounting](https://susantrivers.com/tag/no-discounting/)
- [thanksgiving](https://susantrivers.com/tag/thanksgiving/)
- [best prices](https://susantrivers.com/tag/best-prices/)
- [higher prices](https://susantrivers.com/tag/higher-prices/)
- [scale](https://susantrivers.com/tag/scale/)
- [fee increases](https://susantrivers.com/tag/fee-increases/)
- [angry clients](https://susantrivers.com/tag/angry-clients/)
- [payment due dates](https://susantrivers.com/tag/payment-due-dates/)
- [payment upon completion](https://susantrivers.com/tag/payment-upon-completion/)
- [planning](https://susantrivers.com/tag/planning/)
- [alignment](https://susantrivers.com/tag/alignment/)
- [advisory services](https://susantrivers.com/tag/advisory-services/)
- [tiered pricing](https://susantrivers.com/tag/tiered-pricing/)
- [customized services](https://susantrivers.com/tag/customized-services/)
- [cost of credit](https://susantrivers.com/tag/cost-of-credit/)
- [scope creep](https://susantrivers.com/tag/scope-creep/)
- [zero accounts receivable](https://susantrivers.com/tag/zero-accounts-receivable/)
- [price shopping](https://susantrivers.com/tag/price-shopping/)
- [make a difference](https://susantrivers.com/tag/make-a-difference/)
- [business pricing](https://susantrivers.com/tag/business-pricing/)
- [fear](https://susantrivers.com/tag/fear/)
- [fee](https://susantrivers.com/tag/fee/)
- [entry level offer](https://susantrivers.com/tag/entry-level-offer/)
- [high value clients](https://susantrivers.com/tag/high-value-clients/)
- [experiment](https://susantrivers.com/tag/experiment/)
- [return on investment](https://susantrivers.com/tag/return-on-investment/)
- [outcomes](https://susantrivers.com/tag/outcomes/)
- [compliance](https://susantrivers.com/tag/compliance/)
- [advisory](https://susantrivers.com/tag/advisory/)
- [recurring revenue](https://susantrivers.com/tag/recurring-revenue/)

## Product categories

- [Uncategorized](https://susantrivers.com/product-category/uncategorized/)