Why The Edge You Provide Makes Effort Irrelevant
You may have heard people refer to their advantage as “the edge.” I’ve realized just how good this metaphor is. An edge multiplies force by
June 4, 2025
You may have heard people refer to their advantage as “the edge.” I’ve realized just how good this metaphor is. An edge multiplies force by
If you’ve been reading this newsletter for a while or heard me talk, you might remember “Expert’s Paradox”. 1. Clients need you precisely because they
Specific positioning and task-flexible proposals are two major steps toward getting your clients to think about your work in terms of results rather than tasks.
Although romanticized, rule-breaking is a fast track to nowhere—unless you know something the rule-makers don’t. And when it comes to requests for proposals in the business
Have you ever been called, or felt, greedy for charging your services? People are fine with pricing goods, then it’s a “fair exchange”. But if you
I legally cannot confirm or deny that this idea came to me while making Christmas cookies. There’s a lot to be said about the value
I’ve seen so many cases where clients started with oh, that’s not in the budget. if they know they need you it’s fairly easy to
As it rewards effort, the [amount of time X rate] formula might seem like a fair way to charge. But it has at least two
Continuing on the miniseries on subtypes of scope creep, let’s examine the last two: business and feature creep. Business Creep: when clients change what they
There are two sub-species of the scope creep “family” that are unfortunately not caused by the client but by us. Effort creep: I pile on additional work