Posts Tagged ‘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 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 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 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 MoreWill the Last One to Leave Please Turn out the Lights?
Will the Last One to Leave Please Turn out the Lights? September 3, 2019 I started my career at J.C. Bradford & Co. , a Nashville-headquartered investment banking firm. By the time I joined the firm as a wide-eyed puppy, the founder and firm’s namesake had retired. He would make only very occasional appearances, as…
Read MoreWhat I’m Worth
What I’m Worth August 19, 2019 “I should get paid what I’m worth.” I hear this sentiment, and variations on it, from professional services providers whom I speak to about their pricing. “What I’m worth” is dangerous language for a B2B services provider. “What I’m worth,” in isolation, can easily get turned into “what I…
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