• The Price and Value Journey

Essentials

March 23, 2020

Chaos disrupts, but it also reveals. Your clients and prospects have been upended, revealing new opportunities for you to add value.

Calm

March 12, 2020

Calm. It’s what’s needed right now. That’s what you can offer.

Pricing and Urgency

March 3, 2020

Urgency is a client value. Your service options and pricing should reflect that value. Thoughts on pricing and urgency.

X’s & O’s vs. Intangibles

February 24, 2020

X’s & O’s vs. Intangibles February 24, 2020 After a 14-40 start to the season, John Beilein resigned as coach of the NBA’s Cleveland Cavaliers. He didn’t even last his entire first season as an NBA head coach, even though he came into the league with a stellar record as a collegiate coach. There’s a message for us professional services providers in this story, furnished from an analysis of the situation with Beilein and his Cavaliers team posted by The…

Not Just Important, But Immensely Valuable

February 18, 2020

A conversation I had with a business owner reveals what makes his CPA not just important, but immensely valuable. It’s a lesson for all of us as professional services providers.

The Red Flags of Inadequate Pricing

February 17, 2020

The Red Flags of Inadequate Pricing February 17, 2020 Recently I was on a discovery call with a videographer. This man has been in business for five years, and he felt like he needed to make some major changes to his business if he was going to achieve goals he’d set for himself. About 15 or 20 minutes into the conversation, I told him, “I can tell your pricing is too low.” “How do you know that?,” he asked. “I…

How a Higher Price Makes You More Competitive

How a Higher Price Makes You More Competitive

February 7, 2020

How a Higher Price Makes You More Competitive February 7, 2020 I was with a videographer the other day who I’ve had multiple visits with on his pricing. “I raised my prices again,” he said. He went on to talk about the benefits he received from that move, including weeding out clients who aren’t a great fit. “It’s made me more competitive, too.” That comment raised my eyebrows, as most entrepreneurs think higher prices make you less competitive, not more.…

It’s Not Your Content That’s Proprietary . . . It’s YOU

January 21, 2020

It’s Not Your Content That’s Proprietary . . . It’s YOU January 21, 2020 I’ve been working with a few solo professional services providers—all of them fit in the general category of coaches–who are worried. They think that other competitors are trolling them and stealing their content. I’m sure they’re probably right. However, in this age of Google search, cell phones which seem better at taking pictures and videos than making calls, and massive amounts of information available at your…

Finding the Ain’t

January 7, 2020

Finding the Ain’t January 7, 2020 In the work I do as an outside CFO and business advisor, I rely on CPAs to handle tax work for my clients, as compliance work such as taxation is not my expertise. Recently I had a series of different meetings with a client and a few prospective CPAs. After we’d completed our interviews, I asked my client which one he preferred. He told me his favorite. “Why did you like him?,” I asked.…

Quoting Rates and A Failure to Learn

January 6, 2020

Quoting Rates and a Failure to Learn January 6, 2020 Do you want to be a commodity or a problem solver? If you want to work with clients who are a better fit for you and earn higher prices for your engagements, then the answer is clear, right? If, however, when someone asks the “what are your rates” question and you respond by quoting figures and sending out a price list, you are in the “red zone” of positioning yourself…

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