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How changing your pricing can get you better clients, and work you enjoy!

Over the last week, we’ve talked about how we have to price the customer, not the project. We’ve also looked at how letting the customer make trade-offs can help us close more deals and make more money. Today, we will talk about how charging more money helps us win better clients and provide us with…

Tiered Pricing – Pros and Cons and How to Implement It
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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…

How to reduce your client’s risk, when everything is risky
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How to reduce your client’s risk, when everything is risky

In 2020, we are living in a time when ambient risks have skyrocketed. The economic risks, social risks, and public health risks are massively higher than they were last year. This includes the risk of hiring a professional services firm. People hire these experts to reduce their risk of negative outcomes. For example: I could…

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What you told me about retainers, the good and the bad.

In my last message, I talked about the problem of retainers, they seem like a great way to smooth out revenue and make delivery more predictable. Still, in reality, they may turn into a bog of over-servicing and under profitability.  I asked you to tell me about your experiences, and you were very generous with…