What Strategic Thinking Reveals

What Strategic Thinking Reveals

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.

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Irony in Marketing

Irony in Marketing

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.

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

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

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.

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Chat GPT and Pricing

Chat GPT and Pricing

“The emergence of technology like ChatGPT puts the outdated — yet deeply ingrained — time-based billing model at further risk”

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Pricing “Tricks”

Pricing “Tricks”

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.

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Pricing, Capacity Constraints, and the Accounting Industry

Pricing, Capacity Constraints, and the Accounting Industry

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.

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Exchange of Value

Exchange of Value

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

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Value Gone Stale

Value Gone Stale

Value Gone Stale February 16, 2023 In recent survey results on the least desired Valentine’s Day gifts, one of the top choices was the classic heart-shaped box of chocolates. Over half of the respondents in this survey agreed that this gift represents a “cop-out.” Forty or fifty years ago, the heart-shaped box of chocolates was…

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