Archive

Archive for November, 2009

Challenges With Time-Based Pricing

November 29th, 2009

Time-based pricing is the most common way professional service firms charge for their services.  A case can be made for this method of pricing but that is not my purpose in this post.  What I would like to share are my thoughts about are some of the challenges I see with this method of pricing and how it has negatively impacted firms more than their clients. Read more…

The Inevitability of Outsourcing

November 14th, 2009

For several years I have been expressing the view that outsourcing abroad some of the less valuable aspects of compliance services is (or should be) an inevitability.  I still firmly believe that will happen but I can’t help being amazed at the resistance that is being shown to it from (some) professional accounting bodies, governments and most firms. Read more…

A question we should ask ourselves

November 7th, 2009

In a couple of days I go to Las Vegas to participate in our Members Annual Conference.  I’m presenting a session I’ve called “It all starts with a conversation.”  The theme of the session is that as advisers our job is to effect change for the good by helping our clients achieve the full potential of their business.  A key element of that process is the way we construct and deliver dialog i.e. the conversation. Read more…

How long should you give a baby to learn to walk?

November 7th, 2009

Interesting question?  I doubt whether too many people would even bother asking it for the simple reason that the answer is self-evident …. as long as it takes! Read more…

Would you like to combine a week skiing in the Sierras with a strategic planning retreat?

November 2nd, 2009

I have a house at South Lake Tahoe at the foot of the Heavenly Ski Resort and there is room for just 5 people (bunk style) to join me for a week of work and fun.  The work part will be the development of your business plan for 2010.  This will be the serious part of the week and we’ll work on that as a group from 2pm to 7pm, Monday through Friday.  In the mornings we’ll ski or chill any way you like. Read more…

Talent is not enough

November 2nd, 2009

Selling is simply something we all do to get other people to do what we’d like them to do either for your gratification or theirs.  If your primary purpose is “your” gratification you will not achieve much success as a salesperson.  On the other hand if you are motivated by a desire to help people you won’t achieve much unless you’re a success as a salesperson. Read more…

Focus on your strengths

November 1st, 2009

I’ve been working on the leadership component of the new Boot Camp program and have given it a major re-work because I believe that leadership is the principal success driver in any organization.  Anyway, one of the things I really want to emphasize is the need for people to focus on their strengths rather than their weaknesses.  This may seem counter-intuitive but it makes all the sense in the world. Read more…