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 … Continue reading 5 Gifts to Give Your Firm in December
“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 … Continue reading Copy My Pricing Process to Increase Revenue
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 … Continue reading Don’t tell yourself you can’t concentrate
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 … Continue reading The Best answer to the #1 Networking Question
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 … Continue reading Claim Your Brilliance and Get Paid for It
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 … Continue reading You see this in every meeting, right?
“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 … Continue reading How to Make the IMPACT Your Clients Need
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 … Continue reading Hmmm…Could Confidence Limit Your Profits?
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 … Continue reading Dread Falling Revenue? Uncover the Stories Behind It
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. … Continue reading One and Done or Consistent Value Over Time?