2020 has made lots of my consulting clients feel like Rocky Balboa in the 15th round with Apollo Creed. Beaten and battered by the 1-2 punch of COVID and its wake of social, political, and economic disruption… … to the point where they’re no longer panicked. Just numb and exhausted. BUT STILL STANDING. They still … Read More
As a professional service provider, there are few things more frustrating than trying – and wanting – to serve your clients … … and then get NO response from the client when you need information to do your job. So what can you do when a client “ghosts” you? In this short video, I outline … Read More
Regardless of which candidate you think did a better job, which one’s policies you think make more sense, or which one you intend to vote for … … (because frankly, that’s YOUR business, and not the point here) … they had one really important lesson to teach #solobiz and #smallbiz owners: They were clear about … Read More
In the last few videos, I’ve been talking about how to handle difficult clients. Tacking on an “aggravation surcharge” when they demand more than you agreed. Or require a miraculous turnaround time. Those are uncomfortable conversations. But the #1 way to avoid them is … … to NOT take on PITA clients in the first … Read More
Since I started talking about difficult, or “PITA” clients, I’ve gotten lots of questions about how to do it … and how to have those conversations with clients. Briefly, there are three steps that solo and small firm owners should know to use the “PITA Tax” or “aggravation surcharge” successfully. Think of it like pulling … Read More
A PITA Tax is an aggravation surcharge. It’s an extra charge you add to your fees if a client demands an unreasonable turnaround time, keeps changing their mind, or adds more to your plate than you originally agreed. Sounds good, right? But how does it work? How can you “get away with it”? Here are … Read More
Do you find your patience wearing thin with certain clients? You try to be understanding—particularly in the time of COVID. You try to be kind. You want to be of service. But difficult clients …? They deserve to get slapped with a PITA Tax. What’s a PITA Tax … and when it is appropriate for … Read More
For most solo and smallfirm owners earning under $1M, CASH IS KEY. How can you make sure it gets into YOUR bank account as soon as possible? This comes up a lot with my coaching clients in creative services– like graphic designers. People who get really involved in the work (which involves their mental creativity) … Read More
Having cash in hand becomes so much more important when times are challenging. And while I’ve shared a few tips on getting paid in full, solo and small firm owners will also be eager to get paid on time … and not six months from now. In this short video, I discuss three tactics I’ve … Read More
During tough times, it’s a beautiful thing to want to be compassionate. But when it comes to not getting paid and leaving money on the table, that kindness and compassion can be devastating to a small business. Recently, I’ve been talking to clients about having “money conversations” and how to get paid faster. You don’t … Read More
What is it that makes clients feel welcome … and want to go back to you? It involves more than just handing out coffee mugs with your logo on it. It’s about a welcoming experience. (Like the one I had with Gina Le at Gina Le Salon) In this short video, I give #solobiz and … Read More
Who are your A-List clients? When it comes to growing your business beyond yourself, clients are the tip of the spear. Without A-List clients, you don’t have good cash flow. And without cash flow, you don’t have a business. If you’re a solo or small firm, your business systems aren’t set up to handle everybody. … Read More
