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 … Continue reading Value Based Pricing Cold Feet? Warm Up This Way
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 … Continue reading Are You Trapped by Tenacity?
One of the most powerful lessons I learned early resulted from this statement by a business owner: “I don’t want them to think I need the money.” This professional services provider, who was sales rich and cash poor, believed that asking for prompt payment was a weakness. You might not be surprised to learn that a … Continue reading Are You Voluntarily Causing Negative Cash Flow?