I get exasperated at my colleagues sometimes. They think too much and do too little, especially when starting out, re-starting, or pivoting. My clients do not fall into this error, because we are accountable to each other to keep up their pace in closing new work,...
Peter Drucker once wrote: “The purpose of business is to create and keep a customer.” Steve Jobs once said: “Our belief was that if we kept putting great products in front of customers, they would continue to open their wallets.” Now, that customer may...
My head keeps ringing with “refine your ideal client profile” and “test your pricing model again to increase margins.” These are the repetitive tasks every consultant must attend to, in order to drive profitability in his or her practice. ...
I recommend to my clients that they directly address their value and their pricing when speaking with prospects. This can apply not only to consulting services, but also to products, or any other professional services provided. Here is how: In the first conversation...
Your clients are busy, caught up in the pace of growing their business. They have little down-time to reflect on what value you are bringing them. They may appreciate your deliverables and your results — both very important — but this is an appreciation...
