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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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…

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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…

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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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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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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.

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