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...
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,...
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...
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...
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...
Top 10 predictions and challenges for the accounting profession
Top 10 predictions and challenges for the accounting profession The accounting profession has changed radically in the last decade, and the momentum of change has increased. If we do not move with the times, we risk being left behind in the wake of more agile and...
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...
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...
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...
Digital Leadership….. now it’s your turn
Let’s cut to the chase. Now it's your turn..... Every business can be a digital business. B2B service providers, B2C product sellers, construction, real estate, media, telco, sports, tourism, hospo, legal, accounting, grocery, utilities… it doesn’t matter who you work...
