My thoughts on a note I received from an independent consultant on starting her business and realizing that she’d traded jobs.

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selling to your own wallet

You’re not writing the check. The client is. But you think your pricing is too high. It’s called “selling to your own wallet,” and if that’s what you’re doing, this post explains what that symptom usually reveals.

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There is no “new normal.” There’s not a “forward normal,” nor a “next normal.” There never was a normal to begin with. “Normal” is a mirage. To be effective in our business, we must embrace this fact.

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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.

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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.

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