Poor Scoping Leads to Poor Pricing and Profitability
Many professional firms and practices believe that pricing problems are caused by market pressure, client resistance or increasing competition. When margins start to tighten or projects become less profitable than expected, the instinct is often to adjust fees or improve efficiency. In many cases, the real issue starts much earlier. It starts with how the […]
Price Is Determined by Perception
Most professional firms approach pricing from a logical or input perspective. They consider the work involved, the level of expertise required, and the time it will take to deliver the service. From that, they determine what they believe is a fair and reasonable fee. While this approach makes sense internally, it does not reflect how […]
Services Compete on Price. Solutions Command Value.
Most professional firms and practices position themselves around the services they offer. They explain what is included, how the work is done and what the process looks like. From an internal perspective, this makes sense. It is clear, structured and aligned to how the firm operates. However, this is not how clients make decisions. When […]
Perception Drives the Clients You Attract
Most professional firms believe that the clients they attract are a result of their services, their pricing, or their experience. In reality, it is largely driven by perception. Before a client understands what you do, how you work, or what you charge, they form an impression of your firm. That impression is based on what […]
Are You Selling Services or Solving Problems?
Most professional firms describe what they do in terms of services. They list their offerings, explain their processes and outline what is included. From their perspective, this makes sense. It is clear, structured and aligned to how they operate internally. The challenge is that clients do not think in terms of services. They think in […]