A Quick Guide to Value Based Pricing
A quick guide to value based pricing that will teach you what value-based pricing is, if you should use it, and how. Learn the pros and cons of a value-based pricing strategy.
Was the last year your best professional year ever?
For about 20% of my clients, 2020 was their best year; for another 20%, 2020 was a disaster! For the rest, we worked harder than ever to manage mediocre results. When I look at my own business, I learned more and worked harder in the last year than I did in the previous year. But…
Want more clients that thrill you?
You know that feeling when you look at your calendar for the day; you see a client and can’t wait to meet with them? Every time you meet with them, you’ve made progress together. They are invested in the work and open to collaborating with you. They appreciate what you create and implement it right…
Tiered Pricing – Pros and Cons and How to Implement It
Putting ‘Good, Better, Best’ Pricing into Action How much more profitable could your business be if you could sell your services at higher prices? The answer is way more profitable, right? Tiered pricing could be the answer to this conundrum. The strategy is successful for many reasons. It’s a great way to raise prices without…
What can focus produce?
I’ve been trying to make an argument this week that it’s easier to grow your firm by narrowing your focus than by taking on a broad range of work from the clients that come your way. I wanted to end the week by talking about an example, a client who actually did this! Meet Robin…
Should you hire a French chef to do your new business?
French cooking techniques and recipes have influenced cuisines all around the world. Chefs from every modern cuisine, from cultures worldwide, come to France to learn from the masters there. One of the defining features of French cooking is the ingredients. You cannot make an excellent, top-shelf French meal without choosing the freshest, most flavorful ingredients….
Articles | leadership | People | positioning | pricing
5 Keys to Growing Beyond $1M in Sales
“What got you here won’t get you there!” ~ Marshall Goldsmith Congratulations, you’ve grown your business and achieved a major milestone, one million in revenue. Well done! It’s a huge achievement. Less than 4% of business in America reach this goal. Now that you’ve celebrated, let’s talk about your next steps. Do you want to…
Are you acting like a professional?
What would happen if a man showed up at a doctor’s office, and announced, “I’ve got a herniated disc – I need you to fuse two of my vertebrae!” Would the doctor say, “Yes sir, let’s get that surgery scheduled…” Consider: The doctor wants to do surgery! It would be the most profitable course of…
Pricing to reduce your client’s risks
This week we’ve been talking about the role risk plays in convincing folks to hire an expert firm. When risks are high (like they are right now), it undermines our ability to give the prospect the certainty that they are looking for, so it might help us to narrow our offering so that we can…
Reducing risk by targeting more
In our last discussion, we were talking about how clients hire expert firms to reduce their risk. They want a job done promptly with the expected benefit. For that certainty, they are willing to pay money! 2020 has undermined our ability to offer assurance to our clients, making it harder for them to decide to…