Posts Tagged ‘attorney’
The 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 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.
Read MoreIt’s Not Your Content That’s Proprietary . . . It’s YOU
It’s Not Your Content That’s Proprietary . . . It’s YOU January 21, 2020 I’ve been working with a few solo professional services providers—all of them fit in the general category of coaches–who are worried. They think that other competitors are trolling them and stealing their content. I’m sure they’re probably right. However, in this…
Read MoreAnother Way To Think About Value
Another Way to Think About Value November 8, 2019 Sometimes business owners get confused about value. They think value is tied up in the product they sell or the service they deliver, and that’s where they think value begins and ends. They think that value is what a customer receives when they consume the product…
Read MoreHappily Ever After
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…
Read MoreWhen Clients Brag
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,”…
Read MoreThe “Friends and Family” Discount for Professional Service Providers
Why giving “friends and family” discounts can be harmful for professional services providers.
Read MorePrice, Context, and Payless Shoes
A recent marketing gambit by Payless ShoeSource perfectly illustrates the influence that context, association, and geography have on customers’ perception of value and their willingness to pay.
Read MoreDo You Really Know Your Competition?
The identity and nature of your competition is not always obvious. Do you know the sources of your competition? How do you use that knowledge to build a perception of value to your customers?
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