How are you avoiding the high cost of receivables? We know that choosing a pricing model for your firm not only dictates how you arrive at your fees but also when clients will pay you. Any model that forces you to delay billing until work is completed also forces your firm to cover all costs … Continue reading How to keep more of your revenue
3 Pricing Mistakes and How to Fix Them
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
Hello Great Fit Clients–Goodbye Weakness and Confusion
I see it time and again: when you try to be all things to all people, you’ll be nothing to anyone. Choosing one service model will eliminate you from consideration by people who prefer another service model. That’s what you want. Let them go elsewhere. You will make a successful business and a successful life … Continue reading Hello Great Fit Clients–Goodbye Weakness and Confusion
What are your blinders hiding?
“I stopped in my tracks when I watched the movie Seabiscuit,” said the newsletter writer. Why? Because the blinders racehorses wear made her think of all the distractions CEOs and Owners face. Why am I sharing this with you? Because I agree and disagree with her points and my disagreements are important you. I know … Continue reading What are your blinders hiding?
Are you wearing handcuffs to work?
You get ready for work: Morning routine? Check. Clothes, hair, shoes? Check. Laptop or phone? Check Handcuffs? Check. Wait, handcuffs? You know handcuffs. Those steel contraptions that bind your wrists together. They severely limit your movements. You feel stuck. “But look,” you think, “my arms are free to move about, no handcuffs in sight.” True … Continue reading Are you wearing handcuffs to work?
That Elephant is Just Too Big for One Forkful…
You go into the purchase of a house or a car (or an elephant) knowing that what you see is what you’ll get. You’re able to see the finished product before you buy, except for minor modifications or additions to the car or house, Don’t use these big ticket items as analogies for your knowledge … Continue reading That Elephant is Just Too Big for One Forkful…
Are You a Critical Life Jacket to Your Clients?
The sun is shining, the white sand beach is lulling you into deep relaxation. Someone comes by offering you a life jacket, just in case. You wave them away, no need for that. A bit later, while you’re out in the ocean, a storm suddenly whips up. The shore seems far away. “I wish I … Continue reading Are You a Critical Life Jacket to Your Clients?
Discounts Always Bite You
How many times have you heard or said these comments about discounts? “The firm across town does the same work for a lower rate.” “I can’t afford that much.” “We only do business with companies that give us a discount.” “Get twenty-five percent off the first project!” “We can’t charge that client so much, so … Continue reading Discounts Always Bite You
Dread Falling Revenue? Uncover the Stories Behind It
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
Do This One Thing and Kill Your Revenue
Creatives, Knowledge-based Professionals, Specialists or SMEs–When your firm factors competitor’s prices into your prices, you’ve chosen the one thing that is guaranteed to kill your revenue. How? Your firm: Becomes a commodity without differentiation Is subject to every downward trend in pricing Needs more and more volume to increase revenue Three Pricing Points of View … Continue reading Do This One Thing and Kill Your Revenue