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, a major force in the international development world, was competing to win a $30 million grant. They were searching for guidance about how to use their 30 minutes in the most powerful way. While reading … 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?