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Beware of the ‘sample of one’

Beware of the ‘sample of one’

A few months back I found myself sitting in the offices of one of the country’s market leading companies, surrounded by clever people, in a proposition development meeting featuring a potentially ground-breaking product. There was a problem. All our decision making...

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Sales can fix other problems

Sales can fix other problems

Consultants get to talk with a lot of start-ups and early stage companies – it’s part of the job I love the most. Of course, all start-ups are different – diverse in their offerings and approaches, and the ways they build on very real customer needs and market...

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The psychology of popcorn pricing

The psychology of popcorn pricing

Judging by last week’s click throughs a lot of you found popcorn pricing interesting. This week I thought we’d go a little deeper, and spend some time looking at the psychologies underpinning “popcorn”. Popcorn pricing Movie time means choices… your film selection,...

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How liquid are you?

How liquid are you?

You can’t go round the block a few times without skeletons in the closet. So you can understand why a recent piece from Accenture stopped me dead in my tracks. Thankfully, the world’s finest management consulting minds  mentioned the liquid workforce weren’t analysing...

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Marketing Your Practice

Marketing Your Practice

What we have been doing up to now has been essentially an internal process. We have examined the value chain and how to climb it. We have bundled and priced our services, and we have switched to a fixed price or value based pricing. These are all largely internal...

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Value Based vs Time Based Pricing An Overview

Value Based vs Time Based Pricing An Overview

Value Based vs Time Based Pricing: An Overview As we have discussed in earlier posts, the journey to value based pricing is fraught with many pitfalls for the unwary. We have discussed the concept of the value chain; we have completed the first step by starting to...

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Moving Up the Value Chain

Moving Up the Value Chain

Moving Up the Value Chain The Value Chain Accounting professionals come in many different forms, from the lowly self-taught bookkeeper, who does the books of the local small businesses, right up to highly paid professionals who consult to multinational corporations....

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Increasing revenue with bundling

Increasing revenue with bundling

Bundling: An Alternative Strategy We’ve dealt with the major changes and challenges facing the accounting services profession in modern times in an earlier post. These changes and challenges facing our industry, will continue to constrict your revenue stream, and...

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Benefits of One-to-One Relationship

Benefits of One-to-One Relationship

Recently the mobile on-account mobile battle has started to heat up again with 2Degrees launching a new $49 all you can eat voice, text and 2.5gb of data plan which is approx. $10-$15 cheaper than the competitors current plans. The reason for 2Degrees can...

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