Writing
Practical notes on pricing, positioning, and the business of expertise. The same ideas behind Sell Destinations, Not Journeys, applied to what’s happening now in consulting and professional services.
The Efficiency Paradox: why getting better at your work can cost you money
Under hourly billing, getting faster and sharper shrinks your invoice. Here’s why expertise caps your income instead of raising it.
Why narrow positioning earns more than broad positioning
“I help businesses improve operations” guarantees commodity pricing. Specific positioning commands a premium. Here’s why narrowing your focus expands your market.
The conversation that should happen before you name a price
Most experts pitch too early and price on guesswork. The value conversation reveals what an outcome is worth before any number enters the room.
Why three prices beat one
A single take-it-or-leave-it price turns a sale into a yes-or-no fight. Three options change the question the client is answering.
“I can’t afford it” almost never means what you think
When a prospect says they can’t afford it, cutting your price is usually the wrong response. The phrase masks three different problems, and only one is about money.
The Efficiency Paradox, explained in one short read
A free breakdown of why getting better at your job can cost you money, and what to do about it. No course, no upsell.