6th June 2012

Will you discount now or later?

Back in my MBA days I remember being taught about price skimming. The idea was simple. When you launched a new product or service, you launched it at a premium price, let the early adopters pay that premium so you could recover your development costs fast, and then over time, as sales dropped, you dropped the price to the market rate. On the face of it, it's a really appealing strategy for experts launching innovative services: sell high, get a cash injection, and then let nature (and market forces) do their worst. There's only one problem. And it's probably one you can see instantly...
20th February 2012

Are you a Journeyman, a Guru, or…

The coaching and consulting industry have traditionally been built on two ways of getting clients. And I think BOTH of those models are broken.
19th February 2012

How Big is Your Business Card?

Success as a coach, consultant, trainer, or indeed in any profession where you are selling your knowledge, experience and advice, comes from your ability to position yourself at the top of your field. One of the key ways to do this is by writing. Even though society as a whole seems to be leaving the book behind, when it comes to choosing our "experts" we still hold authors in awe. So one of the key things I encourage all my clients to do is to write a book; a physical book, not an ebook. It doesn't have to be War and Peace. I see a role for two kinds of books in building your business. I call them your "Expert Manifestos" (or should that be Manifestoes? anyway, I digress!)