“Should I Price My Service Lower When I’m Starting Out?” November 12, 2019 This question comes up frequently when I speak to student entrepreneurs or owners of new businesses. I recently got this question from a business school student who said he wanted to start a consulting business. It’s an understandable question, but it comes…

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Your Certifications are Worthless September 17, 2019 Earlier this year, I was working with a bookkeeper who wanted to sharpen his proposals and achieve better pricing for his work. I ask him to role play with me as if I were the client and he were talking with me about what he could do for…

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Happily Ever After August 27, 2019 Divorce is terrible. At best, it sucks the life out of everyone involved. Individuals confronted with this pain and having to hire a family law attorney to manage the necessary legal process are on an emotional roller coaster. Knowing the mindset of prospective clients needing their services, here are…

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The Price of Air in New York City July 25, 2019 What’s the price of air in New York City? If you’re walking down the street, the price is zero, just like it is in Atlanta, Houston, or Topeka. If you’re living in a New York City high-rise, the price of air is $11 million.…

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When Clients Brag April 23, 2019 I was discussing engagement options with a potential client not long ago. We got to the point where I reviewed my pricing for those different options. “Hmmm,” she said as she looked up. “I’m on a non-profit board,” she continued, “and recently we were reviewing proposals from several consultants,”…

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Ray Charles and the Sparse Applause of Raving Fans April 9, 2019 Near the end of his career, Ray Charles came to be appreciated for the great artist he was. By the time he died in 2004, Charles had received the Grammy Lifetime Achievement Award, a National Medal of Arts, Kennedy Center Honors, and was…

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Netflix’s Luxury Pricing Position April 1, 2019 How do you know when your price is too low? You know that’s the case when raise your price, and you hear very little complaint and lose almost no customers. That’s been the reaction to Netflix’s price increase announced a few weeks ago. This article proposes a usage…

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