Value
How Clients Benefit When You Charge More
Yes, It’s counterintuitive. But clients benefit more when you charge a higher price, one based on the value they perceive receiving from you, than if you discount your services.
Read MoreSelling 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.
Read MoreClients Don’t Buy Gasoline
In your services practice, everything starts with understanding what the client is actually buying.
Read MoreThe False Comparisons of Hourly Pricing
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.
Read MoreThe Value of a Smile
Orthodontics, visions of an outcome, value, and pricing
Read MoreGeorge Westinghouse on The Value Equation
George Westinghouse (well, Hollywood’s depiction of him, anyway) helps illustrate the value equation.
Read MoreEssentials
Chaos disrupts, but it also reveals. Your clients and prospects have been upended, revealing new opportunities for you to add value.
Read MoreCalm
Calm. It’s what’s needed right now. That’s what you can offer.
Read MoreX’s & O’s vs. Intangibles
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…
Read MoreNot Just Important, But Immensely Valuable
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.
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