How to Increase Revenue and Profit Margins
in Your
Knowledge Work Firm
by Susan Trivers

Knowledge Work includes:

• Architects, designers, creatives
• Coaches, consultants, trainers
• Engineers, IT developers, scientists
• CPAs, JDs, SMEs
• Writers, artists, musicians

There's an elephant in the room:

Stagnant or Falling Revenue

Why?
-Poor Marketing
-Commodity Offerings
-Charging by the Hour

To Increase Revenue

1. Do your own marketing

Why Do Your Own Business Development?

• Only you know your value completely
• Only you can tell success stories
• Only you can create rapport with the economic buyer
• This is important because...

Economic buyers are the only ones

2. Know the value your work generates

Why you MUST sell outcomes

• This is how you differentiate your offerings
• This is what they will pay you for
• This is what meets their business objectives (ROI)
• This is what meets their PERSONAL objectives

Personal objectives:
Status
Recognition
Fulfillment

3. Value-based fees

Why your fees must be value-based

• The fee is tied to your customer's objectives
• You deliver the value quickly
• You're paid for speed and quality, not quantity
• This is the only WIN-WIN option
• And...

You free yourself to acquire more business

Say goodbye to

Now that you know WHAT to do to grow your revenue
and

WHY each step makes a difference

Need implementation assistance?

Susan Trivers
Helps clients create growth and high profit margins
www.susantrivers.com