We’re Already Doing Everything! How Do We Make More Money?

The training company CEO challenged me: “We’re already doing everything we can for our clients. How can we make more money unless we raise our prices?” With a few careful questions I helped her arrive at her “aha” moment. The barrier, she realized, was the word “doing.” They were doing it all—by which she meant … Continue reading We’re Already Doing Everything! How Do We Make More Money?





Every Accomplishment Begins with the Decision to Act

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


You’re Not Opposed to Increasing Profits, Are you?

No serious business owner or executive opposes increasing profits. People do argue about how to generate the profits that create free cash flow. Many an owner or executive has lamented their difficulties earning a profit from every sale. Whether it’s customer demands, competitive pressure, or a sub-optimal sales process, profits can be elusive. Today we … Continue reading You’re Not Opposed to Increasing Profits, Are you?


There are No Shortcuts to Any Place Worth Going

A financial advisor wrote on LinkedIn: “There are no short cuts. Success requires discipline, patience, and hard work.” I replied that I feel frustrated by experts who promote “hacks”—short cuts that are supposed to give you great results. Who needs discipline, patience, and hard work? Try a hack instead! And I asked, “Who would like … Continue reading There are No Shortcuts to Any Place Worth Going



More Demand Creates More Competition-Are You Optimized?

How does your company balance on the two-edged sword of lots of demand (great!) and lots of competition (not so great)? Companies that provide professional, scientific, and technical services have lots of company, as these three sectors include 4,207,592 firms with 100 or fewer employees! It’s not enough for your company to have great skill, … Continue reading More Demand Creates More Competition-Are You Optimized?