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Beware of the ‘sample of one’

Beware of the ‘sample of one’

A few months back I found myself sitting in the offices of one of the country’s market leading companies, surrounded by clever people, in a proposition development meeting featuring a potentially ground-breaking product. There was a problem. All our decision making...

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Sales can fix other problems

Sales can fix other problems

Consultants get to talk with a lot of start-ups and early stage companies – it’s part of the job I love the most. Of course, all start-ups are different – diverse in their offerings and approaches, and the ways they build on very real customer needs and market...

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The psychology of popcorn pricing

The psychology of popcorn pricing

Judging by last week’s click throughs a lot of you found popcorn pricing interesting. This week I thought we’d go a little deeper, and spend some time looking at the psychologies underpinning “popcorn”. Popcorn pricing Movie time means choices… your film selection,...

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How liquid are you?

How liquid are you?

You can’t go round the block a few times without skeletons in the closet. So you can understand why a recent piece from Accenture stopped me dead in my tracks. Thankfully, the world’s finest management consulting minds  mentioned the liquid workforce weren’t analysing...

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Thriving in the Exponential Economy

It Was The Best Of Times, It Was The Worst Of Times Just over a hundred and fifty years ago Charles Dickens wrote one of the most famous opening lines in literature. How famous? Famous enough to return almost 21m results on Google. The book has since sold over 200m...

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Marketing Your Practice

Marketing Your Practice

What we have been doing up to now has been essentially an internal process. We have examined the value chain and how to climb it. We have bundled and priced our services, and we have switched to a fixed price or value based pricing. These are all largely internal...

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Value Based vs Time Based Pricing An Overview

Value Based vs Time Based Pricing An Overview

Value Based vs Time Based Pricing: An Overview As we have discussed in earlier posts, the journey to value based pricing is fraught with many pitfalls for the unwary. We have discussed the concept of the value chain; we have completed the first step by starting to...

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Moving Up the Value Chain

Moving Up the Value Chain

This post is written in the context of an Accounting professional however it can be applied to any professional services business.   Accounting professionals come in many different forms, from the lowly self-taught bookkeeper, who does the books of the local...

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Increasing revenue with bundling

Increasing revenue with bundling

Bundling: An Alternative Strategy   We recently started to examine what resources are needed to move up the value chain. In this article, we are going to go a step further on our journey, and start to examine how you can combine your services into bundles to...

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