• The Price and Value Journey

What Strategic Thinking Reveals

What Strategic Thinking Reveals

March 7, 2023

In the IT services world, that’s a business owner who’s thinking more about their provider as a “break, fix” vendor when something goes wrong, instead of a vital resource in the long-term growth of their business.

A Guaranteed Way to Always Have Something to Post on LinkedIn (and your blog)

A Guaranteed Way to Always Have Something to Post on LinkedIn (and your blog)

March 6, 2023

Keep a list of questions you get from clients and prospects. When you need something to write about, pick a question to answer.

Irony in Marketing

Irony in Marketing

March 2, 2023

Zealously guard this most precious asset, your perceived authority. It takes time, patience, and hard work to build. You can try shortcuts like this one, but they’re at best marginally effective. At worst, they can seriously injure your brand.

Car Phones, ChatGPT, and Mindset

Car Phones, ChatGPT, and Mindset

February 28, 2023

When you say that “[fill in the blank] will never happen,” you’re creating a fixed mindset for yourself and your business.

What a Six-Year-Old Can Teach You About a Value Conversation

What a Six-Year-Old Can Teach You About a Value Conversation

February 27, 2023

And when it comes time to craft engagement options for a prospect, they realize they don’t have enough knowledge of that client to do it well. As they think about how they can deliver more value to an existing client, they realize they haven’t had a substantial value conversation with that client in quite a while, if at all.

Chat GPT and Pricing

Chat GPT and Pricing

February 24, 2023

“The emergence of technology like ChatGPT puts the outdated — yet deeply ingrained — time-based billing model at further risk”

Thriving After Trauma: An Interview with Karen Nowicki on The Price and Value Journey

Thriving After Trauma: An Interview with Karen Nowicki on The Price and Value Journey

February 23, 2023

On this powerful edition of 𝘛𝘩𝘦 𝘗𝘳𝘪𝘤𝘦 𝘢𝘯𝘥 𝘝𝘢𝘭𝘶𝘦 𝘑𝘰𝘶𝘳𝘯𝘦𝘺, Karen Nowicki, Phoenix Business RadioX® and Deep Impact Leadership Coaching & Consulting, joined me to discuss the trauma of her husband’s suicide attempt, what she did to cope with her own mental health challenges that followed, her decision to share her journey in detail, how she managed her two businesses through those difficult times, and much more.

Pricing “Tricks”

Pricing “Tricks”

February 22, 2023

For high-ticket solo and small professional services providers, the key to more effective pricing lies in defining where the client sees value, quantifying that value, and pricing to receive a small portion of that realized value. It’s value pricing.

Pricing, Capacity Constraints, and the Accounting Industry

Pricing, Capacity Constraints, and the Accounting Industry

February 21, 2023

Taking your capacity into account is one that all professional services providers, not just accountants, and CPAs, need to think about in setting prices. At any point in time, your practice is an airplane with limited capacity. Sure, you can change capacity with additional technology or staff, but those changes are long-term and unpredictable.

Exchange of Value

Exchange of Value

February 20, 2023

There’s an exchange of value in every transaction. Every transaction involves two parties who have their own perceptions of value.

© 2018 Ray Business Advisors, LLC.