Bella has run her small architecture firm for over 20 years. As the demand for her work grows, so do her costs. At 52 years old, she had hoped for more options. Since a messy divorce seven years ago, she has spent all reserves from the settlement and parent’s...
I’ve got the best job in the world. Clients pay me to observe and recommend paths they’ve already considered. Such as a pricing session I ran for a fast-growing advisory firm. I knew it would be interesting when I read in the pre-work that one director had...
Ever over-eaten? To almost being sick? My mother, Meg, had no sympathy for such a thing. Like sunburn and talking too much, she reckoned you only had yourself to blame. That’s the tricky bit. Realising you are the problem. Similar to the feeling of over-filling an...
I had a coffee with a ‘comparer’ last week. Although busier than ever, he was bewildered by a response from a significant prospect. He had pitched an advice strategy that would have saved the prospect tens of thousands of dollars in the first twelve months...
During a pricing workshop last month at the Affinia conference on Hamilton Island (is that place the world capital for golf carts?), an adviser shared a fee problem. An aged care expert in his team could not reconcile charging an advice fee equivalent to the price of...
I’m an Elton John fan. Have been since about 1972 when he released Crocodile Rock. In early 2020, Anna and I saw him live in Coffs Harbour. I had bought front row seats for her birthday – Ok, really for me, as she isn’t as big a fan. While the seats...
