Susan Trivers's Linkedin Analytics

I was finally home after 8 weeks of work trips across the US South. On the one hand, I had amassed 312 hours of billable work. On the other hand, I had amassed thousands of dollars in travel expenses charged to my credit cards. And smack dab in the middle was the huge hole called negative cash flow. I would invoice those hours and wait between 30 and 60 days to get paid for my work and reimbursed for my expenses. But my credit card bills were due now. That meant I'd be lending these clients money without being paid for the loans. I snapped out of the “we always do it that way” mentality I’d been in for more than 10 years. Maybe “they” always did it that way, but I was not going to do it any longer. This was in 2010. I vowed that I would never agree to billing by the hour again. And I have kept that vow. It is my professional mission to help others do the same. All of my work is priced in advance, according to the IMPACTs I’ll deliver to my clients. Payments are made at time of purchase. Accounts receivable and negative cash flow are things of the past. I advise knowledgeable experts, such as lawyers, accountants, fractional CXOs, specialty consultants, coaches, and creatives to adopt a pricing model that pays the firm in proportion to the life changing differences they deliver. Pricing for the application of your knowledge and expertise to client needs often baffles firms. You don't have the familiar Cost of Goods Sold and Operating expenses. You resort to proxies like hourly rates. But you find that as you get smarter and more accomplished, the work takes less time, so billing goes down. You raise your 'rates' to compensate. Then worry about competitors. You work to increase volume. But your people get burned out and eventually performance is horrible. Then AI comes along and reduces the time it takes to do most work and clients challenge the hours they are billed. You're never getting ahead. IMPACT Based Pricing (IBP) does away with all of this. IBP is based on the fact that knowledgeable experts change people’s lives and that clients should pay proportionally to the significance of those changes. It rewards customization that delivers highly significant IMPACTs to clients. IBP encourages going deep into your area of expertise, which attracts buyers for whom that depth is of great importance. Is yours a professional or a B2B services firm that would benefit from IMPACT Based Pricing? ALL of my work is customized to your specific needs. Explore your options with me via DM or a meeting booked on my website.