Recurring Revenue & Extending Your Team
Recurring Revenue is the Name of the Game If you’re running a digital agency, creating recurring revenue is critical. But to do that, you likely have to extend your team. And just the other day, I told you that more ...
When the reciprocity principle goes wrong
What is the reciprocity principle? If you’ve never heard of the reciprocity principle, you’ve surely experienced it. If I say to you, “thank you,” what are you going to say back? If I pay you a compliment, like, “I love ...
Competition is good
Competition is Good In 1995 Kim Polese was the product manager who launched Java to the world, from Sun Microsystems. The next year she left Sun with Arthur van Hoff and started a company named Marimba. I know, that’s a ...
Getting More Leads
Last weekend I had several Task Rabbit folks come to the house to do different odd jobs. And I noticed a very similar pattern. If getting more leads is what you’re into (and who isn’t), I think there is a ...
Have you embraced the subscription business model yet?
Can we talk about the subscription business model for a bit? With millions of people out of work, tons of business closed down, and no clarity on what the new normal will be, the recent Subscription Impact Report by Zuora ...
How to offer multiyear contracts that make sense
Can we talk about multiyear contracts for a second? I learned about multiyear contracts in the context of SaaS products. But I believe they apply to service companies equally well. So today I wanted to talk about multiyear contracts. If ...
Now, your website is your business card
Let’s go back to November or December…. If your life looked anything like mine, you were in meetings talking about the 2020 budget. Trying to figure out where to spend money and where not to spend it. Maybe, like me ...
Answering the Question, “Is that your best price?”
Sending Out Proposals? If you’re sending out proposals, you likely get back the question about whether what you’ve sent includes your best price. It’s a way of asking, “why are you so expensive compared to all the other quotes I’ve ...
Creating the best Customer Onboarding Process
How do you learn? One of the conversations I enjoy the most is one I regularly have with freelancers about learning and mastery. The core of my question always comes down to this: “How do you learn best?” More often than ...
When buying or selling, are you focused on price or cost?
Can I tell you a story about a refrigerator? Years ago I went to a store to help a friend buy a refrigerator. It was, as you might expect, a pretty boring trip. When you compare refrigerators, you look at ...