• The Price and Value Journey

Nice, Kind, and Your Services Business

Nice, Kind, and Your Services Business

May 7, 2021

Nice, Kind, and Your Services Business May 7, 2021 As you manage relationships in your professional services practice, it’s important to understand the difference between nice and kind. Several years ago, I was invited by a local economic development official (let’s call her Anne) to sit in on a meeting with a entrepreneur opening a new business concept. This project required a significant investment on his part, and this entrepreneur, who I’ll call Bob, wanted feedback from several business professionals…

Trust Goes Viral: What it Means for Your Small Business

January 28, 2021

What the experience of a Montreal-based Chinese restaurant says about trust and business in today’s world.

Six Truths to Understand as You Leave Corporate to Start Your Business

December 16, 2020

If you’ve just left or are considering exiting that corporate job to start your own business, here are few fundamentals it helps to recognize as soon as you can.

Value in a Worthless Lottery Ticket

December 4, 2020

What worthless lottery tickets and professional services have in common.

Trading Jobs

December 1, 2020

My thoughts on a note I received from an independent consultant on starting her business and realizing that she’d traded jobs.


On Confidence and Silencing the Voice in Your Head

November 10, 2020

The biggest problem most professionals have with their pricing starts with a lack of confidence. The solution to this problem starts with a change in perspective.

Dogs Chase, Experts Don’t

November 3, 2020

On expertise, dogs, and the unintended signals some professional services providers send.

The Journey from Pain to Delight: A Case Study of An Effective Testimonial

October 20, 2020

The most effective testimonials recount a journey: from customer pain, to service provider solutions, and ending with delight and relief. Here’s an illustrative case study of such a testimonial.

When "Know, Like, and Trust" Doesn't Matter

When “Know, Like, and Trust” Doesn’t Matter

October 13, 2020

The old cliché about how “people do business with people they know, like, and trust” doesn’t fully explain why clients buy or their willingness to pay.

How Clients Benefit When You Charge More

September 29, 2020

Yes, It’s counterintuitive. But clients benefit more when you charge a higher price, one based on the value they perceive receiving from you, than if you discount your services.

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