Value

What the experience of a Montreal-based Chinese restaurant says about trust and business in today’s world.

What worthless lottery tickets and professional services have in common.

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.

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.

In your services practice, everything starts with understanding what the client is actually buying.

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.