• The Price and Value Journey

Clients Don’t Buy Gasoline

August 18, 2020

In your services practice, everything starts with understanding what the client is actually buying.

The False Comparisons of Hourly Pricing

August 10, 2020

Pricing by the hour causes clients to make false comparisons which have nothing to do the quality of the service you provide, as illustrated by this look at a national survey of hourly billing rates for attorneys.

The Value of a Smile

July 28, 2020

Orthodontics, visions of an outcome, value, and pricing

the myth of the solopreneur

The Myth of the Solopreneur

July 21, 2020

A recent interview with business infrastructure expert Alicia Butler Pierre sparked these thoughts on why the term “solopreneur” is a myth.

Don’t Fill in the Blanks

July 14, 2020

On one of my shows, I filled in the blank for a guest, and I made a mistake. Making a similar error in a value conversation with a client can be costly, one that can’t be edited out later.

A Pest or a Relationship?

July 6, 2020

A pest, a relationship builder, and how better pricing for your professional services starts . . . or gets sidetracked.

GE, Buffett’s Blizzards, and Delusions on Market Share

July 3, 2020

Sometimes I run into articles which are so lethal for the bottom line of a small business, I can’t just hit delete and move on. Thoughts on the importance of market share and pricing power for a small business.

George Westinghouse on The Value Equation

June 29, 2020

George Westinghouse (well, Hollywood’s depiction of him, anyway) helps illustrate the value equation.

Before You Buy a Franchise, Please Read This

June 2, 2020

Maybe you’ve been laid off. Maybe you’re one of the seeming few able to retire from the corporate world gracefully, but you don’t want to completely hang it up. Whatever the reason, if you’re considering buying a franchise, do NOT buy one in which the franchisor can control the pricing of your product or service. I explain in this post.

When You Don’t Know What to Do

May 29, 2020

So what do you do when you don’t know what to do? That’s what a lot of business owners face as they navigate the current economic environment. (The answer, by the way, is what you should be doing anyway, even if you are convinced you’re on the right track.)

© 2018 Ray Business Advisors, LLC.