In four short months, I hope to see all of you in Nashville for Sage Summit 2012. As I have received a few requests asking me for the list of session I am facilitating, I thought I would take the opportunity to post them here.
A Complete Waste of Time
For Sage Consulting Academy Alumni Only
Creating Scope: Tenth Anniversary Edition
Creating Shared Vision
Creating Strategy in a Small Business
In Defense of Business—The Trading Game and the Morality of Free Exchange
The Sage Summit 2012 Partner Appreciation Party will offer live music, games, great food and drink, plus a few surprises. And you won’t want to miss one-of-a-kind performances by talented musicians from across the Sage partner community, who will rock out together at the party!
This morning I received the following email from a partner who attended the Firm of the Future Symposium last year.
Congratulations to C. and C. and our new Pricing with A Purpose Team!
We just received the signed quote on this deal. Utilizing the tools Ed has been arming us with, we bid this job 100% higher than we would have under our traditional methodology. We had no push back from the client regarding the price, as we priced it based on the value of the solution to the them.
We have 3 more of these new quotes in negotiation with clients now and a couple more that we are actively developing.
This is such an exciting change for us. Looks like 2012 is going to be fun with lots of leads in our pipeline and tools to maximize the profits on each win!
Thanks to Ed Kless for his coaching, poking, prodding, nudging and continual course adjustment!
This is truly and HSD for me!
If you are interested in attending an upcoming Firm of the Future Symposium, please visit sageu.com.
I have always thought of paid search (and even SEO) as a mistake in the consulting profession because it tends to lead to poor customer acquistion. In other words, it produces more D and F customers than A or B customers.
By their very nature web search prospects are in the gather information step in the buying process. They tend to be tire kickers who are generally looking at buying more on (pun intended) low price rather than a long-term relationship.
I think social media has the potential to change this because it turns search on it head. Instead of looking for people who already have their hand in the air (an intercept lead), social media allows the providers to look for people who have unrecognized need.
In my opinion, it is a much better place to spending marketing dollars.
In December, I created Ed’s List – a a list of IT (information technology) whom I consider to be true professional knowledge firms.
Today, I am pleased to add another name to the List – Plus Computer Solutions in Burnaby, BC, Canada. As of January 1, 2012, they are no longer keeping timesheets! Said Wendy Gorrie, one of the principals:
For some time now we have been offering fixed fee, money back guarantees for our engagements, it is only now we are taking the final step in the value pricing journey by eliminating time sheets from our organization. Our customers, our team the reputation of our organization and the products we represent will ultimately benefit from our divorce from the timesheet.
I am thrilled to have been some part of their transition and wish them every success in 2012 and beyond!
I am pleased to present the second (of what I hope will be many) interviews with professionals who are on Ed’s List. Once again, these are firms that offer only fixed price agreements, have eliminated timesheets for all professionals, and offer a service guarantee.
He posted, “Want to know what’s wrong with business today? The prioritization of profit over principle is built into American corporate culture.”
I disagree, at least partially.
Pursuit and prioritization of profit is not a bad thing per se. The problem occurs when the pursuit of profit is driven by an over focus on efficiency and cost reduction rather than innovation and satisfaction of customer needs and wants.
The problem comes when the question, "How are we to be profitable?" is answered primarily by saying, "We will need to cut and recover costs." Yes, short term thinking as Bill points out is part of it, but it is the loss of the entrepreneurial spirit (or as some would say – purpose) that is the real problem.
I believe all companies begin to die when more energy is spent on creation of profit through cost reduction (efficiency) than on the creation of profit through innovation for customers (effectiveness).
Today’s HSD (high satisfaction day) comes from this interview I did with Sage Simply Accounting partner Carol-Ann Brouwer of Simply Made Simple.
Carol-Ann attended a workshop on Firm of the Future in October 2010 and in one year has completely transformed into a Firm of the Future. In this year alone she doubled her income. Yes, I said doubled!
Get this, one of the first things she did was trash the timesheet!