Valid Times to Charge Less

Is there ever a time to charge less?  In fact there is… (Remember Crazy Eddie? – funny, but the wrong approach for your company.) 1. If a company’s terms put payment way out there, often a discount for upfront payment is warranted.  While speaker’s fees generally are prepaid, consulting fees are not.  Using a fixed […]

The Technical Support Money Hole

When I was growing up my father used to refer to our boat as a hole you throw money into.  You probably have something like a boat; something that continually eats away at the bottom line.  When it comes to selling support work, there are several holes I’ve identified.  Things to avoid if you want […]

Pricing Your Proposal

Finalizing my notes this morning for today’s teleseminar on proposals – a side topic which I plan to cover (but won’t have time for great detail) is pricing… Join us today: 11:30 EDT (CLICK) So here are a few random rules on proposal prices: 1. Most resellers are pricing things too low – the thought […]