The irrefragable inanity of hourly fees and charge out rates in professional services is clear. If we continue to believe that our value is correlated and inextricably connected with the number of hours we work and show up with our clients, then we are doomed to mediocrity. In October 2007 I wrote about the Boston Law [...]
Tag Archives | Consulting
Annoying marketing that’s really nothing at all
Marketing, especially the marketing of professional service firms has gone mad. When there is so much noise and distraction in the world today from advertising, social media, billboards, etc., why would you want to be just another part of that amorphous mess? Websites, brochures, blogs and alike are full to the brim with …. well [...]
Professional Services College Nov-Dec 2011
The Professional Services College will be held in November and December 2011 in Brisbane, Melbourne and Sydney. This program was developed specifically for people such areas as: Accounting Banking, finance & financial services Coaching, consulting, training & facilitation HR consulting & recruitment Law Professional speakers “Ric has been an inspiration. His qualities of being ‘no [...]
The asset value of people in business
There has never been a better time to be in business, especially in professional services. Conventional marketing wisdom urges us to target the classes or target the masses. If you want to work in forensic accounting you are probably targeting the classes and if you want to work in the delivery of individual returns with 24 hour tax [...]
Pricing models and strategies for professional service firms
Since 1994 I have been advocating that professional knowledge firms (accountants, lawyers, coaches, recruiters, consultants, and alike) need to abandon hourly rates and embrace value-pricing methods. I understand that some of my followers and clients, who are yet to test-drive my ideas, are rolling their eyes saying, “Ric is on his soapbox, again.” A member [...]
Those who give a dam may not be well received
A Mexican government agency responsible for the development of water resources decided to build a dam and use it to irrigate a large farming area the productivity of which, it believed, could thereby be doubled. When the agency’s plans were completed, it sent representatives to the rural areas that would be affected to explain the [...]
Weekly Wisdom No.79: A contrarian view of referrals
Referrals are fantastic business. The prospect is usually in need of your services, hence why you were referred to them. They trust your client who referred you, and so they are already open and somewhat trusting of you. And, this is why the marketing gurus are always telling us to ask for referrals. They advise [...]
Is your business thinking dead or alive?
There was a curious plague which beset a primitive village centuries ago. When afflicted, the victims fell into a coma so deep that they were mistaken for being dead. And, within 24-48 hours they did in fact ultimately die. The issue was that these primitive villagers were unable to positively determine if a victim was actually [...]
Weekly Wisdom No.77: The Marketing Mindset
Nearly all businesses need to dramatically improve their marketing effectiveness. But creating marketing magic is really difficult. There is a yawning gap between the talk and the walk. Advertising is talk. A website is talk. Brochures are talk. A stall at a trade show is talk. The truth is that nobody listens to talk much [...]
Business Development Hustle by Ian Brodie
In my experience, the people who succeed at business development are not necessarily the ones who are the best at it. They’re the ones who are the busiest at it. They’re not the people with the greatest skills. They’re the people with the most “hustle”. I’d like you to do a little exercise for me, right [...]
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Mick Cosgrove: I agree Ric. I was actually referring more to the ...
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Ric Willmot: No Kathy. I was honest in my opinions about Crean...
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Kathy Westmore: Ric are you showing your softer side there by comp...
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Scott Brown: Yes, read that study. Interesting. Should also be ...
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Research Survey on Referrals in Professional Services
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It’s not too late to ditch the tax, Julia
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Catherine Deveny hate speech continues in spite of spelling
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Wayne Swan: It would be funny if it wasn’t so scary
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Strong men more likely to have right-wing views, study says
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In the name of Australia, go, Wayne Swan, go!
