10 of My Favorite Ways to Increase Fees

Here are some ways to increase fees without penalizing your clients. Measure risk – Impact and likelihood, of a disaster, jointly place a value on it and set your fee accordingly. Look for problem areas that consistently show up across the companies you do business in.  Come up with solutions and use this material to […]

Break out the pricing?

Imagine asking the car dealer to break out the pricing on spark plugs, steering wheel, etc.  And then ask them to walk through the process of assembly with you. Ridiculous?  However, we do it all the time with our customers.  The place were this is most concerning is on the consultancy side. When you buy […]

All Budgets Lie

No budget!  How many times have you heard these words?  “No one has budget, there’s no money to spend, we have to wait until next quarter…”  So just go back to the office and tell you sales manager to hold off on selling until Q1.  No problem, I’m sure they’ll understand.  Meanwhile, can you raise […]

Justifying your Fee

My son has never had pizza!  Can you believe it…you should know by now that I eat pizza at least once a week, and that’s a bad week for me.  Why have I deprived me son?  Be cause he is allergic to everything.  Gluten (which knocks out just about every restaurant bread), wheat, corn, dairy…that […]

The Fixed Price Dilemma

After several posts on proposals and some words on pricing, people have responded with all sorts of reasons on why they can’t give a fixed price.  Believe me, I understand the dilemma.  If you just don’t know what it will take, you don’t want the risk…here are the common objections: 1. Client doesn’t want to […]