Reflections on the business lessons a successful Christmas tree farm has for those of us in professional services.

Thoughts on differentiation for service providers after seeing a sign for whole hogs at Publix Super Markets.

A quick and handy guide for coaches considering Black Friday discounts for their service offerings.

Holding back answers in a salesy presentation doesn't build authority. Offering value does.

Instead of competiting on price, twenty years ago Delta Airlines began a focus on customer-perceived value. They haven't looked back since.

Clients are like cats, and rightly so. Even the ones who love you dearly have limits on that love: they don't really care about your costs.

One week from today, on May 29th, 2024, I'll be at the Gwinnett Entrepreneur Center discussing my book, The Generosity Mindset. In this...

Do you really understand the competition? It's invariably not other service providers in your same discipline or industry.

When clients look to hire an attorney, they assume expertise. Their decision is grounded in intangible qualities of the professional.

Thoughts on sushi, the concept of "too good to be true," and value conversations as acts of generous service.

"The Generosity Mindset" selected for the Gwinnett Entrepreneur Center Small Business Book Club

The intangible value renters find in self-storage units offers a lesson for professional services providers.

A big thanks to Melanie Johnson and Jenn Foster for inviting me as a guest on the Elite Expert Insider Podcast to discuss my book, The...

I joined Monique Mills on her Unpolished MBA podcast to discuss my book, The Generosity Mindset.

Mistakes happen. Client perceptions of value received change. It’s how you handle them that distinguishes you as a professional of value in

Book covers are a major determinant of whether potential customers buy the book. There's a lesson for service providers here.

Wanting to help everyone--the mindset of helping--is a strategy that will eventually run you and your business into the ground.

The key to confidence in your value and your pricing is to focus entirely on the client and their problems.