“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 … Continue reading When Is the Right Time to Discuss Fees?
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 … Continue reading Every Accomplishment Begins with the Decision to Act