• The Price and Value Journey

Covid-19 surcharge

Should I Impose a Covid-19 Surcharge?

May 21, 2020

I recently fielded this question in a presentation I gave, and it’s timely, as a number of businesses have either implemented such a charge or are considering it. Here’s my answer.

Hourly Billing Gone Wrong

May 19, 2020

A story on hourly billing gone wrong from Simon Sinek’s book “The Infinite Game.”

essential business

Essential Business?

May 13, 2020

Thoughts on what it means to be an essential business.

Small and Steady

May 5, 2020

Wherever you find yourself right now, whether your business has just fallen off a little, a lot, or maybe even collapsed, there’s one consistent principle in recoveries: they come from small and steady steps. A story of loss, grief, despair, hope, and recovery.


April 17, 2020

Assumptions are lethal for your business, and particularly right now.


March 23, 2020

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


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.

© 2018 Ray Business Advisors, LLC.