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 … Continue reading 3 Pricing Mistakes and How to Fix Them
Tag: pricing
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 … Continue reading Value is like a landscape not a monument
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 … Continue reading ONE fact every knowledge services firm should remember
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 … Continue reading How I use 3 tips to boost a business
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 … Continue reading 5 Gifts to Give Your Firm in December
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 … Continue reading Copy My Pricing Process to Increase Revenue
Don’t tell yourself you can’t 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 … Continue reading Don’t tell yourself you can’t concentrate
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 … Continue reading The Best answer to the #1 Networking Question
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 … Continue reading Claim Your Brilliance and Get Paid for It
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 … Continue reading You see this in every meeting, right?