“I never realized how bad hourly billing was for our company until one day we got a complaint. A long-time client said to me “Jim, I can’t believe after all this time that I have to pay for every $!#$# phone call.” That made me really see hourly billing from the client’s point of view. … Continue reading What Do Complaints about Invoices Really Mean?
Tag: value
Should You Make a Cyber Monday Special Offer?
Cyber Monday is all about making big sales online the Monday following Thanksgiving. But, you don’t sell sweaters, electronics, or sporting goods, which are all the rage on Cyber Monday. Could your services firm get a holiday season boost on Cyber Monday? Yes, you can! Services firms are in business to deliver life-changing outcomes to … Continue reading Should You Make a Cyber Monday Special Offer?
What’s the Value of an Intangible?
“How do we calculate the fee that’s commensurate with the value delivered?” That is THE question every services company asks when contemplating the value based pricing (VBP) model, and it continues even for firms who have adopted VBP already. Value Based Pricing is the only pricing model that compensates the provider for the life changing … Continue reading What’s the Value of an Intangible?
What Visions of Profit Dance in Your Head?
Profits are the end goal of every company. It’s seems straightforward–if we just focus on profits, we’ll succeed beyond our wildest dreams! We all know from experience that it’s not so easy. I find that the best way to profits is to understand their meaning, not just their dollar value. Profits have different meanings within … Continue reading What Visions of Profit Dance in Your Head?
Are You Losing Money the Smarter You Get?
“We now have advanced certifications to serve you better!” Companies pursue certifications as a top line revenue growth strategy. Websites for services companies of all kinds list all their certifications right up front. They hope these all-caps letters are differentiators and magnets. The message is “We’re even more capable than we were before.” Do these … Continue reading Are You Losing Money the Smarter You Get?
Two Days Two Heads An Explosion of Ideas
What can two congenial, smart and focused people create in two days? I am here to tell you, with the right mindset, it feels like two million ideas!Having just returned from two days of innovation and growth-minded development with my own business advisor, Mark LeBlanc, I have a notebook full of new ways to deliver … Continue reading Two Days Two Heads An Explosion of Ideas