Pricing Strategy is your pricing RULE. Pricing model is how you implement your rule. Professional and business services firms get my help to create their rule and implement it to improve cash flow and ensure profits..

If you are the founder/owner/CEO of a company that trades knowledge and expertise for money, I am speaking to you. I am one of you, and for more than 25 years I’ve faced the same problems and opportunities you  face.

The biggest problem and biggest opportunity are two sides of the same coin: generating revenue and profit when our “stock” or chief asset is knowledge and expertise.

I rejected time based billing in 2010 because it caused negative cashflow and deprived my company of revenue. I rejected value based pricing in 2018 because clients objected to being told what value is. 

We are all facing pressure to adopt AI for speed, but we’re struggling to figure out how that speed will help or hurt our revenue and bottom line. I believe that firms like ours have much to gain from AI, when used in conjunction with the right pricing model.

What clients want from us is help changing their lives. 

They know what’s meaningful to them and they’re willing to pay us if we offer that to them. The sooner and more extensively we do this, the better.

These life changing differences are IMPACTs. 

I coined the concept of IMPACT Base Pricing and have supported hundreds of knowledge firms to adopt it. 

The results have been thrilling. Increased revenue without increasing workload. Leveraging their continuous accumulation of expertise for clients with bigger/higher value needs. More personal satisfaction helping others while also having time for personal pursuits such as family, time off, philanthropy, and long term wealth building.

IMPACT Based Pricing  (IBP) is a system comprised of 4 components.
1) The IMPACTs your firm creates
2) Your firm’s Great Fit Client profile
3) The IBP Discovery call
4) The Choice Framework offer letter

I practice what I preach, so  you’ll experience the system firsthand if you schedule a meeting with me. 

My calendar is on my website.

If, before we meet, you want to get a deeper sense of how I think and what IMPACT Based Pricing means, please read my LI posts. I post frequently about all the topics that have a connection to pricing for knowledge firms.

You’ll find my thinking (always mine, never AI) about things like ending negative cash flow once and for all, how to have money in the bank for bonuses, what it means to synchronize your marketing and sales with your Great Fit client profile, and so on.

In sum, I identify how your pricing might deprive your firm of revenue, cause negative cash flow, and increase the threats from AI. If that’s the case, we’ll work to implement alternatives that support growth and scale.

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Susan Trivers - Pricing Strategist

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Susan Trivers - Pricing Strategist

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What is Susan talking about?

Ready to grow your LinkedIn presence?

Susan Trivers's Linkedin Analytics