Podcasts about client value

In this episode of Building the Billion Dollar Business, Ray Sclafani discusses the evolving landscape of advisory firms, emphasizing the importance of clarity in defining ideal clients, innovative pricing strategies, and the adoption of collaborative team models. He highlights the significance of developing talent from within and integrating technology to enhance client relationships and operational efficiency. The episode concludes with coaching questions aimed at helping leadership teams realign their strategies for future success.Key TakeawaysDefining the ideal client based on complexity and values is crucial.Broad client rosters lead to confusion and inefficiency.The ensemble model improves client relationships and consistency.Developing talent from within is essential for long-term success.Integration of technology is key to operational efficiency.Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTubeTo join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

In this episode of Building the Premier Accounting Firm, Kirstin Reeder, founder and CEO of Purple Sapphire Business Solutions, shares her journey from stay-at-home mom to EA, offering specialized bookkeeping and tax services. Discover how she balances family and business, sets boundaries, and leverages networking to grow her firm. Key Takeaways:

In this episode, Ray Sclafani explores the evolving landscape of financial advisory services, emphasizing the importance of understanding and communicating true value to clients. He discusses the limitations of traditional AUM-based revenue models and highlights the need for advisors to adapt their fee structures to reflect the comprehensive value they provide. Key insights include the significance of effective client communication, the future of advisory compensation, and the necessity of tracking time and value in client relationships. Sclafani encourages advisors to engage in strategic planning to ensure sustainable growth and to meet the changing needs of their clients.Key TakeawaysAdvisors must understand their true value beyond AUM.Evolving revenue models are essential for capturing client value.Tracking time spent on client services can inform pricing strategies.Discounting fees may indicate a lack of perceived value.Younger clients prefer alternative fee arrangements.Advisors should adapt to the needs of next-generation clients.Coaching QuestionsHow can we better communicate the total value we provide to clients, beyond just managing assets, to ensure our fees reflect our true impact on their lives?In light of our industry's evolving revenue models, what steps should we take in the next 3-5 years to diversify our fee structures and ensure sustainable growth?What opportunities do we see to integrate more personalized services, such as family legacy planning or philanthropic advising, into our offerings, and how can we effectively charge for these services?How might we enhance client engagement through more consistent communication about achievements and outcomes, ensuring they recognize the breadth of value we deliver?Considering our AUM-based fees, how can we measure and demonstrate the return on investment clients receive from our advice, particularly in areas like tax savings, financial security, or long-term planning?For more information click here to visit The ClientWise Blog.Find Ray and the ClientWise Team on the ClientWise website or LinkedIn | Twitter | Instagram | Facebook | YouTubeTo join one of the largest digital communities of financial advisors, visit exchange.clientwise.com.

What if every client in your gym happily paid you $20 more per month? What about $50 more? Or even $100 more?In this episode of “Run a Profitable Gym,” Chris Cooper presents the Top 10 leaderboard for average revenue per member (ARM), with the No. 1 gym earning $724 per client per month. He explains how these elite gyms have boosted their revenue by prioritizing client value over headcount. In fact, one gym on the leaderboard increased its revenue by 38 percent while reducing its client base by 20 percent.Chris also breaks down the Prescriptive Model, a client-centric strategy that aligns gym services with individual goals to produce better results. Focusing on measurable results—instead of just workouts—builds trust, boosts retention and justifies premium pricing.Tune in to hear why “more clients” isn't always the answer and then start scaling your gym's average revenue per member.LinksThe Prescriptive ModelGym Owners UnitedBook a Call  00:28 - Top 10 gyms for ARM04:30 - Why you must be profitable09:03 - Fewer members, more revenue11:54 - Quotes from top gym owners16:30 - Method versus model

Every law firm strives to achieve year-on-year profitable revenue growth. As the industry continues to grow more competitive, firms are looking at how to drive sustainable, organic growth by focusing on client value delivery. On today's episode of the CMO Series Podcast, James Barclay is joined by Wendy Bernero, Founder and Strategic Advisor at Yate Collaborative, who has over 30 years of experience in legal marketing and held Chief roles in firms including Baker McKenzie. Wendy discusses insights on how firms can deliver real value to their clients, the ways to maximise cross-selling and more.  James and Wendy cover:  Wendy's background in legal marketing and key learnings she's taken into her current role The strategies CMOs should implement and stay away from The reasons why firms should decide whether they want to be a solution provider or a talent agency The framework that Wendy uses to maximise cross-selling and the steps teams should take to make it successful The three actions every marketing and BD leader should do to improve their go-to-market strategy

Local SEO is the lifeline for businesses serving local markets—law firms, contractors, you name it.In this video, We're breaking down how local SEO has evolved and why the local maps pack is your ticket to consistent, high-value leads. Forget traditional SEO—it's expensive and broad. Local SEO not only connects you with nearby customers but delivers way better ROI.We'll get into why this strategy is so competitive, the importance of verification, and how to capitalize on the goldmine of leads waiting in local searches.If you're ready to dominate your market, this is the episode to watch. Let's get your business front and center where it matters most.Get our Local SEO Bootcamp: https://go.theblueprint.training/localseobootcampbtc-1KEY NOTES:00:00 - Introduction to Local SEO00:48 - User Preferences for Local Maps Pack01:37 - Analyzing Search Results02:23 - Consumer Behavior Insights03:55 - The Value of Maps Pack Real Estate04:42 - Verification Challenges for Local SEO06:20 - Client Value and Pricing Strategy07:03 - Defining Local SEO

Today, I'm chatting with my old friend Luis Giraldo, Chief Experience Officer at Scalepad. Luis and I are discussing how most of our industry might be doing vCIO all wrong. vCIO has the Critical Objective of creating real client value by delivering services that lead to genuine business outcomes, but many struggle to make this a reality. We discuss why people hate the vCIO title and ideas about what we should call it instead. We discuss some common pitfalls, like focusing too much on tools over processes. Whether you're trying to start or improve your vCIO process, this episode is a must-listen. So let's go. This episode is brought to you by Evolved Management Training Courses. Online courses specifically crafted for MSP needs. A Service Manager BootCamp course, a project manager for MSPs course, an MSP security fundamentals course, and an IT Documentation Done Right course.

At 22 years old, Vince Gabriele attended his first Perform Better seminar as a newly minted personal trainer. When he saw long-time industry veteran, Tom Plummer speak, he was instantly inspired and became determined to be in his shoes one day. Today, Vince is a highly successful gym owner-turned consultant. He shares his journey from struggling with money management to mastering essential business metrics like EBITDA, cost per lead, and lifetime customer value. He discusses insights on prioritizing personal success, family time, and the satisfaction of helping others grow without financial gain. Vince emphasizes the importance of understanding and catering to your target market, the significance of community-building within gyms, and the traits that distinguish successful gym owners. He also reflects on the practical advice from marketing expert Seth Godin that shaped his career decisions. On learning from his past financial mistakes, Gabriele states, "I got really into some hot water because I wasn't doing a great job with managing money and managing my finances. I got into some really hard stuff financially, and that is when I realized I needed to learn how to run a business." Key themes discussed Former lineman becomes trainer, opens New Jersey gym. Helping businesses optimize for funding or sale. Consider carefully before opening another gym. Success is personal: Define what it means for you. Impactful community-building integrated into business model. Target market determines business pricing strategy. Helping gym owners focus on key business priorities. A few key takeaways:  1. Business Metrics Beyond Cash Flow: Vince emphasizes the importance of understanding key business metrics such as EBITDA and others. He mentions the importance for gym owners to go beyond just monitoring cash flow to achieve sustainable success. 2. Defining Personal Success: Gabriele underscores the importance of defining personal success based on individual priorities rather than societal norms. For him, focusing on running a single, successful gym and teaching others aligns with his values, inspired by advice from Seth Godin. He highlights prioritizing family time and personal happiness over relentless business expansion. 3. Client-Centric Business Model: Understanding your target market is crucial. Vince shares that his premium pricing strategy—charging $500 a month for gym memberships—works well with his affluent clients like doctors and lawyers. This stems from deeply understanding their needs, fears, and desires, as emphasized in a recent talk he gave where he advocated for earning a "Ph.D in customer insights." 4. Data-Driven Decision Making: Gabriele stresses the importance of data and basic "financial literacy" for making informed decisions. He describes his gym's process of maintaining detailed client cards, which combine both tangible data (e.g., physical conditions) and intangibles (e.g., personal details) to personalize client experiences. This approach helps gym owners focus on client acquisition, retention, and cash flow. 5. Building Community Within Gyms: A strong sense of community is more than just a buzzword in the HALO sector. He highlights actionable strategies such as organizing local events to drive client retention and foster a communal atmosphere. Vince cites the success of CrossFit in creating such an environment, stressing that true community building requires both ongoing effort and authentic engagement. Click here to download transcript.  Resources:  Vince Gabriele: https://vincegabriele.com/  Fitness Business University: https://vincegabriele.com/podcasts/  Click for a free Small Group Personal Training book!  Prospect Wizard: http://www.theprospectwizard.com Promotion Vault: http://www.promotionvault.com HigherDose: http://www.higherdose.com  Connect With Us:  Instagram: https://www.instagram.com/thehaloadvisors/?hl=en  Facebook: https://www.facebook.com/Integritysquare  YouTube: https://www.youtube.com/@halotalks  LinkedIn: https://www.linkedin.com/company/integrity-square/  Website: https://www.halotalks.com

Change is inevitable; growth is optional. The real estate industry is undergoing significant changes, but good leaders will leverage this shift for growth. In today's episode, we go over the terminology and mindset shifts that need to happen.We talk about shifting the value conversation from "commission" to "compensation" and creating a menu of services for our clients. We also discuss how our conversations with other real estate agents need to be more on point to ensure the process works for everyone.Most importantly, we talk about how to adjust leadership styles during this time of change. We discuss the importance of clarity, prioritization, and preference for action. Now is the time to reconnect, redefine, and re-communicate who we are and where we're going.Resources:Learn more at The Color of MoneyRead “Thanks for the Feedback”Become a real estate agent HEREConnect with Our HostsEmerick Peace:Instagram: @theemerickpeaceFacebook: facebook.com/emerickpeaceDaniel Dixon:Instagram: @dixonsolditFacebook: facebook.com/realdanieldixonLinkedIn: linkedin.com/in/dixonsolditYouTube: @dixongroupcompaniesJulia Lashay:Instagram: @iamjulialashayFacebook: facebook.com/growwithjuliaLinkedIn: linkedin.com/in/julialashay/YouTube: @JuliaLashayBo MenkitiInstagram: @themenkitigroupFacebook: facebook.com/obiora.menkitiLinkedIn: linkedin.com/in/bomenkiti/Produced by NOVA MediaThis podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.Advertising Inquiries: https://redcircle.com/brands

In today's episode we're diving into one of the most powerful strategies for growing your book of business—cross-selling and upselling. Today's episode sponsored by: https://theinsurancedream.com/premium-financing 

In this episode of the WSP Anticipate Podcast, David Leversha, Decarbonisation Lead for WSP, discusses driving value for clients through sustainability with Catriona Brady from the World Green Building Council and Daniel Socha from WSP's Global Sustainability and ESG Services. They explore the growing prominence of sustainability, the influence of ESG on financial markets, and what clients value in sustainability advice. They also discuss the need for policy and regulation and the role of collaboration and holistic thinking in driving sustainability forward.Unable to listen to the full episode? Fast-forward to the key discussion points via the players above or read the key takeaways:Discussion Points00:00 - Introduction and Topic Overview04:24 - The Growing Prominence of Sustainability06:24 - The Holistic Approach to Sustainability11:24 - The Influence of ESG on Financial Markets14:40 - What Clients Value in Sustainability Advice19:26 - The Role of Policy and Regulation25:42 - Valuing the Broader Benefits of Sustainability30:06 - Collaboration and Holistic Thinking in Driving SustainabilityKey TakeawaysSustainability has gained prominence globally, particularly in the real estate, buildings, and infrastructure sectors.The holistic approach to sustainability is becoming more prevalent, encompassing topics such as decarbonisation, circular economy, social equity, and resilience.ESG (Environmental, Social, and Governance) is a lens through which financial markets evaluate sustainability and risk.Clients value partners and consultants who can help them navigate the complexities of ESG and sustainability, provide clear guidance, and demonstrate the value of sustainability in financial, environmental, and social terms.Policy and regulation play a crucial role in driving sustainability, and the private sector needs to lead the way to encourage government action.Valuing the broader benefits of sustainability, such as health and well-being, natural capital, and risk mitigation, is essential in making the business case for sustainability.Collaboration and holistic thinking are key trends in driving sustainability, as they enable a comprehensive and interconnected approach to addressing environmental, social, and governance challenges.Want to hear more insights from leading industry experts? Subscribe to our podcast via Spotify, Apple Podcasts, and SoundCloud to stay up to date.

In this episode, I interview Diane Helbig, a growth accelerator who transforms small business owners and salespeople into master strategists. Diane shares insights on how to redefine sales processes, focusing on empathy and human connection. We discuss practical strategies for leveraging LinkedIn, understanding your ideal client, and breaking free from outdated sales tactics. Diane also reveals her approach to coaching and the importance of a flat hierarchy in business. This episode is packed with actionable advice for anyone looking to improve their sales strategy and business growth.Show NotesGuest Introduction: Diane Helbig, growth accelerator, author of "Succeed Without Selling," and host of "Accelerate Your Business Growth" podcast.Key Topics Discussed:Importance of empathy and human connection in sales.Practical LinkedIn strategies for connecting with potential clients.Redefining the sales process and understanding the value from the client's perspective.The benefits of a flat hierarchy in small businesses.Diane's favorite training topics: sales, dealing with difficult people, and leadership.The concept of being a “Chief Improvement Analyzer” and how it helps businesses grow.Where to Find Diane:Website: Helbig EnterprisesPodcast: Accelerate Your Business Growth Mischa's Stuff!Join my Podcast guest speaking Masterclass: Register Now This Masterclass will teach you:How to speak with confidence and authenticity.How to find podcasts that attract your ideal audience.How to get booked without the hassle.Ideal for coaches, course creators, and heart-centered entrepreneurs who want to generate leads, customers, and sales in a genuine way.Join us and start your journey to becoming a podcast guest-speaking pro!Register Now For social Media: FaceBook - https://www.facebook.com/MrMischaLinkedIn - https://www.linkedin.com/in/mischaz/Subscribe and share with your business associates who could use a listen!

In this episode, I share how to become a top real estate agent and the incredible benefits of eXp Realty with John Mikesh. We'll dive into how to add value to real estate clients and create a strong value proposition in real estate. I'll share real estate agent tips and insights on the eXp rev share model. To learn more about eXp use this link to schedule a call with me! https://calendly.com/aaronnovello/30min?month=2024-01In this mash-up episode there are plenty of tips on growing your real estate business, how to be a successful real estate agent, and my personal real estate success story. Learn how to be a leader in the real estate career and find the ONE thing more important than money in real estate! Whether you're new to the industry or looking to elevate your real estate career, this episode is packed with actionable advice and inspiration.Be sure to like and subscribe for more! 

Keith Maziarek joins us on the podcast today. Keith is Director of Pricing and Legal Project Management at Katten Muchin Rosenman. Keith entered the legal world as a Marketing and Communications Manager at the ABA, where he learned about working with lawyers, as well as the business side of the industry. He later went on to serve as a business development manager at DLA Piper. There, Keith began exploring pricing and profitability matters, eventually becoming the firm's first head of strategic pricing. He continued in this field at Perkins Coie, where he worked as Senior Director of Client Value. Today, in his wide-ranging role at Katten, he collaborates with others to design, build, and implement the firm's robust and scalable strategic pricing, profitability, process improvement, legal project management, and client value capability. Additionally, Keith is a board member of the Legal Value Network, where he helps further the evolution of the business of law in the commercial legal services sector. He has also authored several published articles on the topics of pricing, client value, and collaboration, and he speaks regularly at industry conferences. In today's discussion, Keith talks about what led him to work in pricing, how discussions about pricing have evolved in the legal profession, the key factor about generative AI tools that people often overlook, and how he became involved with the Legal Value Network.

What's new with Small Business Administration lending this year, and how can bankers maximize the value of the SBA loan guaranty programs? On the latest episode of the ABA Banking Journal Podcast — sponsored by Biz2X — Erik Daniels of U.S. Bank, the nation's fourth-largest SBA originator by number of loans, talks about how U.S. Bank builds SBA into its overall business banking strategy. Daniels highlights the role of SBA lending in making efficient use of capital, mitigating risk, providing more tailored solutions to businesses and driving Community Reinvestment Act impact. He also talks about the value the bank gets out of making SBA loans as a portfolio lender, “which gives our customers great opportunity with rate structure, modifications, any flexibility down the road. . . . Being a portfolio owner gives us the optionality to help them in any way that we can to make their experience a good one.” Daniels also discusses anticipated changes to SBA programs in 2024 and 2025, and he shares insights on the small business outlook from U.S. Bank clients and survey research. This episode is presented by Biz2X.

The key points discussed in this meeting will be listed below: Employee Mindset: View yourself as a business owner, even as an employee, to enhance value and ownership, making oneself indispensable and more likely to receive raises and promotions. Mentorship: Utilize mentors strategically for specific areas of business development, adhering closely to their advice during the relevant growth phases, then progressing to new mentors as needed. Adding Client Value: Deeply understand clients' businesses through effective questioning during the discovery phase and offer comprehensive strategic advice beyond basic service offerings to significantly boost value. Pricing Strategies: Employ value-based pricing where the price reflects the perceived value offered to clients, rather than cost-based or arbitrary pricing, ensuring prices align with the enhanced value provided. Implementation and Growth: Actively apply the discussed strategies in one's current job or business, seek out new mentors for specific skills, understand clients' full business needs, and reassess pricing strategies to ensure alignment with the value delivered.

In this podcast episode, the Wes engages with Jim Stevenson, CEO of the Bletchley Group, in a deep dive into entrepreneurship, business strategy, and the role of technology in business growth. Stevenson recounts his journey from working at IBM in Europe to founding his own company, emphasizing the importance of control over one's career and the freedom to select clients. They discuss the challenges businesses face, particularly in aligning vision and strategy. The episode also covers the significance of passion, team building, and client experience in business success.   Connect with Jim:   Website: https://www.bletchleygroup.com Linkedin: https://www.linkedin.com/in/jimstevenson/   TIMESTAMPS:   Introduction to the Bletchley Group (00:03:17) The Bletchley Group's services (00:04:19) Using technology for real business objectives (00:09:13) Navigating technology options (00:11:42) Customizing technology for customer experience (00:16:26) Viewing entrepreneurship as a controlled risk (00:20:57) Financial Security and Client Independence (00:25:09) Recognizing Red Flags in Clients (00:26:15) Firing Problem Clients (00:29:37) Franchise Validation and Client Selection (00:31:05) Client Value and Ownership (00:32:22) Sales Strategies and Client Mentorship (00:35:57) Extreme Ownership and Business Vision (00:39:33) Common Business Obstacles (00:40:58) The importance of vision and structure (00:43:28) The value of a written vision (00:45:29) Franchise model benefits and support network (00:52:45) Advice for aspiring entrepreneurs (00:57:23) Discovering passion in business (01:02:30)     If you would like to learn more about a particular franchise opportunity, or discuss franchise ownership in general - feel free to use the link to my calendar below to schedule a free, no-obligation introductory meeting.   https://calendly.com/wes-barefoot/introcallwithwes   Join the FREE Path To Freedom Facebook Group here: https://www.facebook.com/groups/1634819733719715/   7 Steps to Owning a Franchise: https://path2frdm-1.hubspotpagebuilder.com/path-to-freedom-about-franchising   Connect with Wes: Instagram: https://www.instagram.com/path2frdm/ Facebook: https://www.facebook.com/path2frdm Linkedin: https://www.linkedin.com/in/wesleybarefoot/     #PathToFreedom #Business #Franchise

In this episode, Stacy and Kaye chat about building clarity around your brand to drive sales and work with clients who appreciate you. --- Send in a voice message: https://podcasters.spotify.com/pod/show/hollywood-branded/message Support this podcast: https://podcasters.spotify.com/pod/show/hollywood-branded/support

Erin B. Haag is a serial entrepreneur and the creator of Pricing Overhaul®. A self-proclaimed “Math Nerd” and mom of two, Erin leverages her advanced mathematical understanding from 20 years working with numbers, metrics, and pricing for large corporations and small business alike, to help entrepreneurs shift their mindsets around money and math, overhaul pricing for profitability, and earn more from your business than you thought possible.

Boosting Agency Success with a Full-Service Approach Adopting a comprehensive strategy is crucial. By combining seven key strategies, agencies can significantly enhance their impact. This approach not only improves results but also delivers exceptional value to clients. Consequently, focusing on sales growth is essential. As a result, agencies establish themselves as indispensable partners. [...] The post 7 Key Strategies to Elevate Agency Growth & Client Value appeared first on Seven Figure Agency.

Nick Davies is a "Business Coach to Financial Professionals" and he is here to teach us how to leverage experiences, target audiences, set our pricing, and set clear expectations for your coaching business. He emphasizes using clear language, taking action, and treating your coaching as a business. Nick also shares his processes, methodologies, and actionable advice for health coaches, drawing from his background in banking and his passion for health. He discusses the importance of leveraging previous experiences and targeting specific audiences, such as financial executives and business owners. Nick, along with Erin and Laura, delve into the topic of pricing and viability in the market for health coaches, focusing on the need for coaches to bring their unique approach and set themselves apart. They also discuss the pre-coaching process and the role of sales calls in qualifying potential clients, focusing on creating awareness and assessing if we have the solution to their problem. Throughout the episode, they highlight the transformative nature of coaching, creating a vision for clients' futures, and finding the balance between pain and pleasure. Taking action and continuously improving our coaching skills are key to long-term success. Connect with Nick on: MindScan Profile: https://mindscanhvp.com/introduction LinkedIn: https://www.linkedin.com/in/coachnicholasdavies/ Website: https://proadvisorcoach.com YouTube: https://www.youtube.com/@proadvisorcoach IG: https://www.instagram.com/proadvisorcoach/ Episode overview: 0:00:00 Introduction to Nick Davies, a Successful Health Coach 0:01:11 The joy of having meaningful conversations in coaching 0:09:35 Health Coaches Afraid to Set their Price 0:12:48 Sustainable Pricing for Health Coaches and Client Value 0:17:05 The Challenge of Empowering Individuals in Healthcare 0:19:57 The Importance of Illuminating Blind Spots in Enrollment Calls 0:25:17 Exclusive Access to Primal Health Coach Institute and Virtual Summit 0:25:46 Certainty vs. Outcome: A Shift in Approach 0:30:35 The Triple A Approach: Awareness, Action Plan, Achievement 0:34:08 Reminding clients of their goals and values 0:40:31 Granular Goal Setting: The Importance of Small Steps 0:43:24 Confident Execution: Starting Small and Building Momentum 0:48:04 The 12-week program as a starting point for change 0:51:18 Working with clients in a 90-day container, with flexibility 0:55:50 The art of creating change and excitement 1:04:17 Importance of clarity and self-reflection as a health coach   ---   Health Coach Radio is a podcast that dives deep into the world of health and fitness coaching, brought to you by Primal Health Coach Institute, founded by the renowned Mark Sisson. Join your hosts, Erin and Laura, both proud graduates of Primal Health Coach Institute, as they share inspiring stories and expert insights on elevating your coaching practice.   If you're curious about transforming your life through the power of health and/or fitness coaching, visit primalhealthcoach.com. Discover the transformative journey of Primal living and explore how Primal Health Coach Institute can empower you to make a real impact on people's lives.

We all want the "WOW" factor, the "WOW" experience. If we want to deliver that to our clients, we need to have a clear direction of the journey that we want to take our clients on: our client value journey. And how do we turn into the most simple mechanism that will help us have more business and more life right now? All of that and more about creating value in this episode. Let's dive in. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of the "Becoming Unleashed" show, Richard Shaull is joined by seasoned fractional CFO, Robert Lee. Together, they explore the challenges faced by business owners in the current economic climate, discussing declining revenues, rising expenses, and the need for strategic adaptation. Robert shares insights from his three decades of experience, emphasizing the importance of a customized approach and highlighting key steps for business resilience.KEY TAKEAWAYSProfitable Growth vs. Unprofitable Growth: Prioritize profitable growth over mere expansion. Evaluate revenue streams, update pricing strategies, and avoid the race to the bottom.Margin Attention: Focus on maintaining healthy profit margins. Exit lower-margin segments and explore new revenue streams that align with market demands.Expense Review: Conduct a meticulous review of expenses. Differentiate between must-haves, needs, and wants. Build a leaner, more agile operation to navigate economic challenges.Team Investment: Redirect investment towards team development, culture building, and leveraging AI for automation. Enhance engagement and readiness for future productivity.Opportunistic Marketing: In times of crisis, monitor advertising metrics closely. Adapt marketing strategies based on customer feedback and seize opportunities when advertising costs are on the decline.QUOTES"Should you be planning for growth with the headwinds that exist right now, or are you better just to be a bit more reserved in your growth plans?" - Robert Lee"The conversation we're into today is how do I adapt and get prepared for this new economy I'm finding myself in?" - Richard Shaull"Don't plan for never within a year. 6 months is a 50 percent savings. If you can survive without it." - Robert Lee"Invest in the team, invest in the culture, invest in their development, their learning, in their engagement." - Robert LeeConnect and learn more about Robert Lee.LinkedIn: https://www.linkedin.com/in/robert-lee-/Connect and learn more about Richard Shaull.LinkedIn: https://www.linkedin.com/in/richard-shaull/Website: https://www.unleashed.ceo/

While the shock and awe of Stripe screenshots may do well for engagement on social media, there's a metric most business coaches don't talk about that you need to track if you want to be an in-demand expert coach for the long term. You may have heard of the term Lifetime Value or LTV but I want to be more specific when it comes to coaches and service based companies and call it LCV or Lifetime Customer Value. This is the duration a client spends in your business purchasing the solution to their problem. I'll explain why this is so important, examples from my past and in the marketplace, why skills will always pay the bills, and more! Topics include:   - What Most Coaches Don't Talk About - Having Your Best Interest In Mind - You Probably Have the Basics Down - Personal Brand and Content as Marketing - Leveraging Lifetime Customer Value - Defining LTV or LCV - Looking Back at My Career - How to Boost LCV - Mastermind Example - Skills Pay the Bills - James Andrews Example - Retention and LCV - Castaway Example - Building a Better Boat - What Happens After 12 Weeks or Months? - Solving Problems Will Make You Money - Episode 514 - Quick Fix Tactics Don't Work in Marketing or With Clients - How We Can Help - Please Share, Rate, and Review ----------  Subscribe to My New Youtube Channel:  https://youtube.com/@sammillerscience?si=s1jcR6Im4GDHbw_1 ----------  My Live Program for Coaches: The Functional Nutrition and Metabolism Specialization  www.metabolismschool.com ---------- [Free] Metabolism School 101: The Video Series http://www.metabolismschool.com/metabolism-101 ---------- Grab a Copy of My New Book - Metabolism Made Simple ---------- Stay Connected Instagram: @sammillerscience Youtube: SamMillerScience Facebook: The Nutrition Coaching Collaborative Community  TikTok: @sammillerscience  ---------- “This Podcast is for general informational purposes only and does not constitute the practice of medicine, nursing or other professional health care services, including the giving of medical advice, and no doctor/patient relationship is formed. The use of information on this podcast and the show notes or the reliance on the information provided is to be done at the user's own risk. The content of this podcast is not intended to be a substitute for professional medical advice, diagnosis, or treatment and is for educational purposes only. Always consult your physician before beginning any exercise program and users should not disregard, or delay in obtaining, medical advice for any medical condition they may have and should seek the assistance of their health care professionals for any such conditions. By accessing this Podcast, the listener acknowledges that the entire contents and design of this Podcast, are the property of Oracle Athletic Science LLC, or used by Oracle Athletic Science LLC with permission, and are protected under U.S. and international copyright and trademark laws. Except as otherwise provided herein, users of this Podcast may save and use information contained in the Podcast only for personal or other non-commercial, educational purposes. No other use, including, without limitation, reproduction, retransmission or editing, of this Podcast may be made without the prior written permission of Oracle Athletic Science LLC, which may be requested by contacting the Oracle Athletic Science LLC by email at team@sammillerscience.com. By accessing this Podcast, the listener acknowledges that Oracle Athletic Science LLC makes no warranty, guarantee, or representation as to the accuracy or sufficiency of the information featured in this Podcast."

Listen in as Pat explains how to Maximize Client Value For Pat's Free Bundle of Best Selling Books: https://patrigsby.com/podgift/ ----- Want a surge of new clients and revenue over the next 6 Weeks with ZERO FEE and no obligation to continue? If you're a current business owner who wants to add 50K or more in annual revenue over the next 12 month, you can Test Drive our coaching program for 6 Weeks with no fee or even an obligation to continue as a way to demonstrate how we can help you grow your business. No strings attached. No obligation. You get our best coaching and tools...and hopefully, you'll love it enough that you want to keep working together.   Learn more here: https://patrigsby.com/iba-six-weeks - Complete Your Ideal Business Scorecard. There is a proven framework to creating your Ideal Business. Find out how you score across the 8 Ideal Business Rules - https://patrigsby.com/scorecard -- Join Fitness Lead Academy. If you'd like to get more leads and clients but don't want to pay for an Agency to run your ads...visit http://fitnessleadacademy.com/ ...we'll be opening territories again soon and those who reply will go to the front of the line.

Advisors, are you seeking the secret to delivering unparalleled value to your high-net-worth clients? In a world where wealth advisory excellence is defined by innovation and collaboration, you might want to explore the power of joint casework. In this episode, Samantha Lawrence, CFP®, Associate Advisor, interviews Gregg Gottlieb, CFP®, co-founder of Regal Wealth Advisors, about … Read More Read More

If you've been fed a bunch of lies about course creation that go something like this - 'Oh! It's easy! Spin up a group coaching program, charge $5k a person, and then just show up once a week from the Bahamas and drink mojitos!' - and you're wondering why it's not exactly going that way for YOU...Well.With love in our hearts, we say this: if your clients/students/learners aren't achieving the outcomes you've promised them, you're probably not caring enough about their experience with your curriculum. Quick overview of what we cover:Your audience is definitely paying attention to more of what you're doing (and not doing) than you thinkHumans are natural thrift seekers - you'll lose their respect if don't address incongruities between what you offer + what you deliverWhy "I'm looking for X amount of people this month" is total BS and everyone knows itWhy you'll never go wrong operating from this motto - deliver on outcomes promised, not to the FEW but to the MANYWhen your people aren't succeeding, is it better to tweak your curriculum or your promise?Why the lack of curriculum mapping is one of the fundamental flaws of the course creation industryWhy your offer is never going to sell (no matter how sexy your marketing is) if you can't get your promise of value rightWhat people are really paying you for as an expert may not always be what they want to hear + do Anticipating needs and obstacles in your curriculum is one of the best ways to nurture your learner's respect (and why taking action on their feedback allows you to keep it close to heart)The quickest way to figure out why your course/curriculum isn't working that costs you ZERO dollarsCHECK OUT STEVE + ADRIANE'S PROJECT: Click here to get on the waitlist for our program launchFollow us: @servicedrivenscalingLISTEN TO MORE EPISODES WITH STEVE:Click here for Episode 45, How Bro Marketers Have Destroyed Digital Learning Click here for Episode 55, Marketing With Integrity in a Post-Bropocalypse World Click here for Episode 63, The 5 Elements of a Successful Digital Sales Event Funnel with Steve Corney Part 1Click here for Episode 64, The 5 Elements of a Successful Digital Sales Event Funnel Part 2 Click here for Episode 67, The Critical Metrics Most Coaches and Course Creators Aren't Tracking for Long-Term SuccessClick here for Episode 70, The Secret Weapons of Generating More Leads and Converting More Sales Click here for Episode 73, Trust Isn't Enough to Sell Courses or Group Coaching Programs: Extending Your Lifetime Customer Value Via Respect and ConsentRESOURCES: Click here to join Adriane's Scalable Foundations MembershipClick here to get on the waitlist for Sustainable Growth LabClick here to work with Adriane and the Soulpreneur AgencyBook a call with Soulpreneur to grow your businessCONNECT W/ STEVE: Instagram: @steve_corneyLinkedIn: @thisisstevecorney

In today's episode, we explore the art of saying "no", setting intentions to prioritize what truly matters, and seven tips that are stopping you from achieving growth. Discover how advisors can deliver exceptional value to clients, and the power of finding your niche and targeting your ideal customer. Listen in as we recap this week's highlights and action items. Listen to this week's episodes: Top 7 Things You Have To Stop Doing To Be Successful [Episode 213] Unlocking Advisor Success & Adding Six Figures With Guest Sten Morgan Niche Slapping Time https://bit.ly/44i1xqe

"Ever wondered how a lawyer, known for their negotiation skills, could save over six figures on a lease renewal without even lifting a finger? In this transformative video, Justin Konikow unravels this real-life story to his mentor, industry powerhouse Ryan Serhant. This isn't just a success story; it's a glimpse into the future of commercial real estate. As experts in the field, we are flipping the script on traditional real estate models to provide unmatched value without costing our clients anything. Join us on this exciting journey of revolutionizing commercial real estate and see for yourself how the game has changed! Remember to subscribe and hit the like button for more unique insights. #CommercialRealEstateRevolution #SixFigureSaving"

In this episode, Matt jumps into the hot seat to be interviewed by Peita Diamantidis on the Ensombl AdviceTech podcast. They discuss how advisers are using technology to differentiate their offering and build their client value proposition. Matt shares the efficiencies of managed accounts during turbulent markets, integrating ESG into the offering, cyber-security considerations for firms, and how Artificial Intelligence is being used to provide insights, manage back-office administration and deepen client relationships. He also chats through the continuously evolving client expectations of technology and how Netwealth is providing technology and services to help advisers meet these expectations. Listen to more Ensombl AdviceTech episodes: https://ensombl.com/series/friday-advicetech-podcast/

Buckle up for a mind-blowing discussion with Dustin Parker, the game-changing Co-Founder & CEO of The Parker Group. Pivoting from a full-time teaching career to the unpredictable realm of Real Estate, Dustin and his wife's evolution is a testament to the power of courage and adaptation. Today, their grit and perseverance have paid off, culminating in an impressive projection of $200 Million in sales in Delaware in 2023.This unmissable episode of Gathering the Kings podcast with Chaz Wolfe takes a deep dive into the critical topics of Delayed Gratification, Self-Discipline, Client Value, and Employee Management. Each filled with actionable insights and practical wisdom. Grab your headphones, hit that play button, and join us in the thrill of the entrepreneurial journey!During this episode, you will learn about;[00:48] Intro to Dustin Parker and his business[01:37] The burning desire inside of Dustin that keeps him pushing for more[05:18] Dustin's view of being an entrepreneur[10:32] Dustin's transition to real estate[16:40] How Dustin's origins has shaped his views in the present[19:34] The steps Dustin took to gain self discipline[25:57] The work that goes into filling the pipeline[34:30] A good business decision that Dustin has made[37:55] Dustin reflects on a bad business decision that he has learned from[39:36] Dustin's tips on leading people[42:17] What is the number one thing Dustin is tracking in his business right now[42:32] Dustin's recommended resources[45:43] Dustin's view on work- life obsession[50:54] What advice would Dustin give to the younger version of himself?[51:53] How to connect with Dustin[52:45] Info on Gathering The Kings MastermindNotable Quotes"If you're always the practitioner in the business, you're limiting the potential growth you could have." - Dustin Parker"I'm always more interested in the person that shows up in the beater than in the one that shows up in the Maserati." - Dustin Parker"The risk is actually greater staying in a job that you don't love for your whole life. More than anything, I like the journey of entrepreneurship." - Dustin Parker"I'm still very much in the grind, but it's the grind that I enjoy." - Dustin Parker"Good seeds planted always reap a good harvest." - Chaz Wolfe (Host)"Go serve. Just go love people." - Chaz Wolfe (Host)"The perspective of changing the boss to yourself or your spouse, or even your children is a huge shift that most people don't make." - Chaz Wolfe (Host)Books and Resources Recommended:Gerber, Michael E. The EMyth. HarperBusiness, 1985.Amazon.com: The E Myth: Why Most Businesses Don't Work and What to Do About It: 9780887303623: Gerber, Michael E.: BooksFerriss, Timothy. The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich. Crown Publishers, 2007.Amazon.com: The 4-Hour Workweek: Escape 9-5, Live Anywhere, and Join the New Rich (Expanded and Updated) (Audible Audio Edition): Ray Porter, Timothy Ferriss, Blackstone Audio, Inc.: BooksCollins, Jim. Good to Great: Why Some Companies Make the Leap... and Others Don't. HarperBusiness,...

This week, Peita chats with Matt Heine, Managing Director at Netwealth. They discuss the standouts in the world of advicetech when it comes to the client value proposition. Netwealth Website: https://www.netwealth.com.au/web/advisers/  Matt Heine LinkedIn: https://www.linkedin.com/in/mattheine/  Peita Diamantidis LinkedIn: https://www.linkedin.com/in/peitamd/ A world of opportunity awaits you at Netwealth Investments Limited: https://ensombl.com/go/20230707 Join the Ensombl platform: App Store: http://www.ensombl.com/apple Google Play: http://www.ensombl.com/google Desktop: https://www.ensombl.com/ General Disclaimer – https://www.ensombl.com/disclaimer/

In this week's podcast, Rob talks to Jenny Plant from Account Management Skills about effective account management. They discuss the importance of building respectful relationships with clients and the value of sales training for account managers. They also delve into when and if you should be splitting account management and project management roles in your agency, touching on the benefits and challenges of doing so.  Key takeaways include the four levels of client value, the different DISC profiles of account managers and project managers, and the importance of acknowledging the different skill sets in agency roles.  Time Stamp [01:58] Jenny outlines the importance of sales training for account managers and notes the missed opportunity for agencies without investing in this skill. [07:27] 4 Levels of Client Value: Tips for Growth: Level 1 is excellent service, Level 2 is delivering a fantastic customer experience. Level 3 is focusing on an outcome and Level 4 is discussing the future and upselling additional services.  [11:14] Account managers should prioritise delivering outcomes, being strategic partners, and proactively informing clients of additional services. [18:37] Importance of considering natural behaviors and skill sets of different agency roles like project managers and account managers. Differences highlighted based on profiling data, with account managers focused on communication, presentation, and relationship building. [23:21] Struggle of account managers with business development leads to hiring business development professionals who may not be successful. Splitting into account manager and project manager roles might alleviate it, but effective collaboration between the two is crucial. [28:51] Good account managers recognise a respectful and balanced relationship with clients, step out of their comfort zones, identify opportunities, retain and grow clients. Final question to guest: what advice would you give your younger self starting out in business? Quotations “When they ask clients the question, would you like your agency to leverage the understanding they have working with other clients and share it with you? 100% of clients say yes, but less than 20% of agencies actually do that." — Jenny Plant  "Don't assume that as your career develops, you will naturally be a full, rounded account manager. Those skills need to be taught." — Rob Da Costa "The Zone of Wasted Effort": "There's a point that you reach in the client relationship where you need to be bringing new ideas and painting a picture of the future, being critical, getting involved in their business and helping them develop further. But instead, you're just stuck in this retentive account retention loop."— Jenny Plant Rate, Review, & Subscribe on Apple Podcasts “I enjoy listening to The Agency Accelerator Podcast. I always learn something from every episode.” If that sounds like you, please consider rating and reviewing my show! This helps me support more people like you to move towards a Self-Running Agency. How to leave a review on Apple Podcasts Scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then, let me know what you loved most about the episode! Also, if you haven't done so already, subscribe to the podcast. I'm adding a bunch of bonus episodes to the feed and, if you're not subscribed, there's a good chance you'll miss out. Subscribe now! Useful links mentioned in this episode: Account Management Skills' WebsiteFind Jenny on LinkedInRegister for my FREEE value-packed Agency Accelerator LIVE events (every Wednesday morning at 9am(UK)

On today's show we welcome Louwki Coetsee, Group VP Sales & Client Value at Netsurit. His role is to understand how their clients' current technical needs and help them plan for future needs. In a market that is rapidly evolving and hard to predict, that's harder than ever.

Welcome to Episode 194 of the Small Business Talk podcast with Cathy Smith. In today's episode, we delve into the concept of value - both from the perspective of a business and its clients. As the world of business constantly evolves, so too must our strategies to add value and innovate. Drawing on over 22 years of marketing experience, Cathy shares insights on how to effectively reach audiences, the importance of customer trust, and the potential of both paid and organic advertising. This episode also highlights notable case studies from industry giants, such as Kodak and Coke, illustrating how their strategic decisions impacted their business trajectories. Furthermore, we discuss how understanding your customer's journey, needs, and transformation can better inform your marketing efforts. So join us as we explore how to provide the value your customers are seeking. Here the full episode at Small Business Talk with Cathy Smith brought to you by CATCO EnterprisesSee omnystudio.com/listener for privacy information.

How can we articulate the value of technology in helping meeting client expectations and improving the bottom line? In this session, the speakers discussed this and more. Questions Glenn will ask the speakers:   -There is a  perception by some attorneys that technology is a cost of business and, specifically, only a support function. Where do you think this stems from? -Based on this perception, each of you have likely identified strategies to convince attorney and leaders that technology is more than simply a cost of doing business. What strategies have you employed or seen others employed to convince attorneys of the benefit of technology? -The best made plans, particularly for a junior leader, may look great on paper but suddenly become challenging when put to practice.  Throughout your career, what obstacles have you faced when employing these strategies?  Are there any risks?  Have any backfired? -For new C-suite or director level leaders, what would you encourage them to do to advocate for technology projects particular in light of the current economy? How do you  recommend they approach business value/ROI when proposing technology? -To help with your persuasion, do you engage with client teams such as their legal department) to better understand their business needs? - We've touched on a few of the key stakeholders but there are certainly more.  Do you find that you need to approach stakeholders in different ways when convincing them of a technology's value? - Can you share any examples of where technology clearly helped the bottom line? -Any final thoughts? Moderator: @Glenn Hoxie -Senior Project Manager, Practice Innovation, Paul Hastings LLP Speakers: @Leslie Brown - Director of Client Value, Blank Rome LLP @Paul Unger -  Partner, Affinity Consulting @Jacqueline Schafer - CEO, Clearbrief @Brendan Miller - Legal Innovation Professional and Attorney” (previously Director of Practice Systems & Innovation for AmLaw 100 firm Recorded on 05-11-2023

Louwki's entire career has been devoted to serving companies' technical needs. After earning his Master Network Engineer qualification, he became a technical trainer for Torque-IT, and shortly after this, he was promoted to Technical manager. Louwki then joined Tronic Trade Technology Holdings and served as Technical Manager. He then spent over a decade at Netsurit starting as a Senior Technical Consultant. He worked his way up to Head of Support at Netsurit and was part of the executive committee. Following a 3-year stint at Dimension Data as a Service Improvement & Enablement Manager and part of the GSC Management team, he re-joined the Netsurit team in 2017 to help grow the US business.

Louwki Coetsee is the Group Vice President of Sales & Client Value at the IT innovation and digital transformation accelerator Netsurit.In this episode, we talk about the importance of balancing people, processes, and systems for effective digital transformation. We discuss the impact of Covid and related disruptions, best practices for leveraging new technologies and driving innovation, and the key leadership traits for a successful, balanced transformation.Links & mentions:netsurit.comlinkedin.com/company/netsuritlinkedin.com/in/louwki-coetsee

The Prescriptive Model has been used by hundreds of Two-Brain gyms across the world, and it's one of the most effective ways to increase revenue and retention.The short version: Gym owners meet with prospective clients, find out about their goals and prescribe the ideal plan to accomplish them. Then they meet with clients quarterly to review progress and make program adjustments that keep the clients on track.Entrepreneurs who use the Prescriptive Model at their gyms have a much easier time closing sales with high-value clients. We track sales metrics in hundreds of gyms, and the free consultation at the beginning of the Prescriptive Model beats the free trial when it comes to closing rate. The cyclical nature of the Prescriptive Model also keeps gym clients engaged. The first 90 days of membership are critical to retention in a fitness facility, and our model contains precise tactics that measurably improve retention. In the gym industry, average client retention is 7.8 months. The average Two-Brain client's retention is more than double that: 18.8 months. Finally, the Prescriptive Model has a profound effect on total revenue and average revenue per member. It allows gym owners to present high-value solutions to prospective clients in a simplified, direct, genuine manner. At subsequent meetings to review progress, clients regularly upgrade their packages.In this episode, Chris Cooper breaks down the Prescriptive Model step by step, and he lays out the solutions to implementation problems you might encounter so you can start using the model today to improve your gym.LinksBook a CallGym Owners United1:57 - The Prescriptive Model step by step9:16 - How the model increases your value13:55 - Mistake 1: no consultation16:09 - Mistake 2: no objective measurements17:02 - Mistake 3: no prescription upgrades18:51 - Mistake 4: forgetting nutrition20:25 - Mistake 5: not doing goal reviews

Today we speak with Alma Asay, senior director of Practice Innovation and Client Value at Crowell & Moring. Alma's interest in innovation began while she was a litigator at Gibson, Dunn & Crutcher, using technology to improve efficiency for the firm's clients. Without any experience in the technology industry or as an entrepreneur, she founded Allegory, a cloud-based litigation management platform that delivers services and insights across the entire litigation spectrum. The story of her journey with Allegory is a fascinating one of challenges, successes, and enormous perseverance. In 2017, Integreon bought the company, making Alma the first female founder to have a legal technology business acquired. At Crowell & Moring, Alma has built the firm's innovation department, where she and her team address technology and legal operations needs. In today's discussion, Alma talks to us about the lessons she learned in starting a company, the advice she shares with women entrepreneurs, and the impact her traveling experiences have had on her professional life.

For this episode of the eCom Logistics Podcast, we welcome Dusty Holcomb, CEO of Red Stag Fulfillment. Today, Dusty drills into everything about increasing client value. He talks about how he quickly found a common mission with Red Stag in being people-focused, client-centric, and having a get-stuff-done mindset.Dusty discusses how being people-first is also a strategy for a business's longevity and becoming a 3PL partner that people want to work with. He then focuses on creating a customer experience by doubling down on areas of expertise and gives technical and financial considerations if you are planning on going big and bulky. ABOUT DUSTYDusty Holcomb, an exemplary executive with a 20+ year senior leadership career, is passionate about building innovative and high-performance leadership teams. He is known for solving complex competitive challenges and being able to “connect the dots” between what currently exists and what can and should exist in the future. He has leveraged these skills to reimagine products, services, and systems utilizing his extensive expertise in leadership, technology, and logistics. Dusty is known for his deep belief in the value of creating a differentiated customer experience as the primary driver of predictable recurring revenue growth.As the CEO of Red Stag Fulfillment, a rapidly growing third-party ecommerce fulfillment and logistics services provider, Dusty has a breadth of experience in logistics, strategic governance, and the navigation of dynamic and fast-moving industries. Throughout his extensive career, Dusty held numerous roles at AAA, a multi-billion-dollar organization, including VP Operations, CMO, President, Head of Innovation, and more.Dusty is Board experienced, currently serving as an Independent Director and compensation committee member for HeroWear Exo, an innovative wearable technologies company. Additionally, he has given back to six different non-profit organizations during his career. He enjoys educating CEOs and leaders on the value of building exceptional and intentional customer experiences as a speaker. He is available for select private or public company engagements.Dusty earned a BBA in Business Administration from Columbus State University, and later completed the MBA program at Auburn University. He also completed the Advanced Management program at the Kellogg School of Management, Northwestern University. Dusty is an active member of the National Association of Corporate Directors (NACD). He resides with his family in Knoxville, TN, is an avid sportsman, triathlete, and 5-time Ironman Finisher. HIGHLIGHTS03:45 Joining Red Stag due to a desire to create client value09:51 Be forward-thinking and see through a client-centric lens14:25 What makes a good 3PL partner19:11 A culture that people come first28:39 Do big and bulky if inventory load balance is your expertise QUOTES15:18 Create client value by removing the logistical hassle from customers - Dusty: "I think it really comes down to a mutual alignment of what value creation is. And so what I mean by that is I think a brand has to understand what their core competencies are, and they have to understand the value that they are creating for their customer. And what is debiting that value? So our mission statement as an organization is to do the heavy lifting of e-commerce so our clients can focus on what they do best."26:10 Your core values will enable technical competencies - Dusty: "There are certain core values that are absolute buzz saws. And if you run into that one, it's a buzz saw. You're not gonna make it here if you just don't believe that. So looking for people that are core-value-focused, are people-focused, they understand that what we do is done through the hard work of people, who have a get-stuff-done bias or just GSD, it was get it done, and are client-centric. So it was kind of four big buckets of things that I'm looking for that transcends or enables technical competency." Find out more about Dusty in the links below:LinkedIn: https://www.linkedin.com/in/dustyholcomb/Website: https://redstagfulfillment.com/

Natalie Taylor is the owner of Natalie Taylor Consulting Services, an independent virtual RIA, and the Head of Financial Advice for Monarch Money, a personal financial management tool that helps consumers track their spending and net worth. While working for a FinTech company, Natalie realized that the way to provide the greatest amount of impact and value to the end consumer is to collect the data, deliver the advice, and filter out the rest. Listen in as Natalie shares how working for LearnVest inspired her to develop a framework for their financial advisors that focused on providing only the most impactful financial advice to help clients move forward, how she developed a brand voice to help advisors communicate advice to clients more consistently, and the catalyst that led to Natalie ultimately leaving LearnVest and dismantling the advice offering that she had originally built. We also discuss why she switched firms to get more hands-on mentoring and the opportunity to work with higher caliber clients, why it is important for newer and younger advisors to concentrate on getting clear on their values and then filtering their career choices accordingly, and why the key to her success has stemmed from developing her own personal list of six core values that she uses to filter major family and career decisions. For show notes and more visit: https://www.kitces.com/310

With over 35 years under his belt as a successful business advisor, Al Ramos has been there and done that. Sharing his insights and experiences in a candid conversation with James Mason, Al shares his top three tips for others on their journey to delivering business advice. Honouring your values, understanding that there is an opportunity cost to every decision you make and the importance of going to a 'mental gym' are just some of Al's 'must do's'. Al shares his experience with cancer to highlight the importance of health and wellness to bring your best to all relationships both business and personal. After serving on a number of boards and taking equity shares in 'businesses with potential' Al shares how to balance directorship and being a paid for your advisory skill set fairly. Listen in to hear how Al's passion for business advisory has developed throughout all phases of his career. Whether you're just starting out in an accounting firm, moving from a corporate role to become an independent advisor or an established business advisor looking to take equity in their clients' business, there is something for everyone in this episode.

In this episode, David Ackert, Founder & CEO at Ackert Inc. speaks with Colin Keefe, a Partner and Chair of the Mergers and Acquisitions Practice Group at mid sized law firm Fitzpatrick Lentz & Bubba, P.C. (FLB). Tune in to this episode to discover: - How FLB positions its services to be appropriate for mom and pop businesses and Fortune 500 companies alike. - How the firm has grown to become more than a local, regional firm, while still remaining true to its roots in the Lehigh valley. - How FLB created a unique system to determine and justify billing rate adjustments that draws inspiration from a traditional manufacturing company's business model. - How the firm has been able to effectively attract and retain talent, given its smaller size and the ongoing legal talent war. - What Colin anticipates for the firm in 2023.

To get more clients, you need to know what clients value. In this episode, Dr. J introduces the four different types of value: functional value, monetary value, social value, and psychological value. Her exploration of each of these will give you a better understanding of "value" so you can attract and retain more clients. Interested in BECOMING the ULTIMATE FITNESS COACH?! Find out more here

Episode Title: Making the Case for Client Value Teams Episode Number: 95 Series: SIG Share-Out Episode Description: With client expectations shifting and a want for law firm partners to manage the client relationship, it's wise for firms to consider building a client value team. Julie Henson (Taft) and Allison Nussbaum (Pitchly) join Amber Bollman (Barns & Thornburg) to discuss what sets the stage for a successful client value team and how firms can deliver more client-centered service through them. Speakers: Amber Bollman, Director of Key Client Services, Barnes & Thornburg LLP (Host) Julie Henson, Chief Client Officer, Taft Allison Nussbaum, Vice President of Client Value, Pitchly Series Description: The LMA SIG Share-Out series spotlights episodes from one or more of LMA's 10 Shared Interest Groups. This series features best practices, education and more on the hottest topics in legal marketing.

Topics discussed in the episode: From bootstrapped to profitable exit VC funding vs targeted mentorship Creating a JTBD (jobs-to-be-done) framework Launching DFY services on top of software products Finding opportunities in churn surveys SOPs and KPIs: the cornerstones of team expansion The components of successful link building Infographics as a backlink-magnet Incorporating humor in outreach The future of Postaga Presenting Sponsor: ZenPilotAnd be sure to check out ZenPilot, where we help agencies optimize their operations using our proven systems and processes.ZenPilot knows that you are tired of wasting time on trial-and-error — that's why we provide tried-and-true solutions that will help you grow and scale quickly and sustainably.So, what are you waiting for?Go to zenpilot.com to learn more.Resources mentioned in this episode: ZenPilot Postaga TinySeed Charm Offensive Grow Together SEO Facebook group

Lawyers and firms have long struggled to find the right way to price their services.The hourly billing model focuses on the amount of time spent on a matter, project, or case. This can often lead to inefficiencies and frustration for the lawyer and the client. Value based pricing is an alternative that takes into account the value of the service being provided rather than simply the time spent. It means that lawyers and firms are paid based on the results they achieve for their clients.The incentive becomes focused on getting better results. Value-based pricing can also help build trust and improve communication between lawyers and clients.However, that doesn't make pricing or pricing conversations any easier. In this episode, we go into the rabbit hole of pricing.  SUBSCRIBE AND REVIEW:  iTunes // Spotify // Pocket Casts // StitcherSpecial thanks to Paul Stroka of LexFusion for making the introduction to Keith.Episode content Introduction and summary ➡ 1.24 Power of buyer ➡ 4.30 Power of supplier ➡ 7.34 Elastic economic market ➡ 9.42 Price discrimination ➡ 13.14 Client sophistication ➡ 17.08 Inflation and pricing for specialized services ➡ 23.46 The next service delivery model ➡ 31.04 Here are some of our favorite takeaways from the episode (edited to be reading-friendly).Value of workOne of the things that get ignored in discussions with clients or in the clients' calculus and how they determine what they're getting for the bills they're paying is that there's never a very accurate way of measuring the value that was captured from the services, and what the outcome was.It's always what was that bill? That bill is high. Maybe you bought a company, in an M&A scenario, that had subsidiaries or locations in highly regulated, highly risky territories - where there's a ton more work to be done. It's not an apples-to-apples kind of company. So you don't look at what I got for the price I paid? You're just saying the bills are higher now.Price discriminationAb: How do you demonstrate that we're going to charge you X, and it's worth more than X to you as an outcome?Keith: Price discrimination is the short answer to that. Not everything is worth the same amount. By nature, and this is not any judgment or me trying to take a position on the actual value or the value of the practitioners doing this kind of work. But by nature, there's a spectrum of complexity, and the stuff that's really complex on the highly complex side tends to be more scarce. There is a more scarce supply of people who can do it.On the opposite side, on a more commoditized side or the more routine side - it's not as complex, and there are more options to avail yourself of to do that work.Client sophistication - apply the scalpel, not the hatchetMy particular role is to ensure that the firm is as profitable as possible and that we're making our clients as happy as possible in terms of service delivery models and getting the outcomes they want.The conversation with the client depends on the level of sophistication:I'd say architecting and implementing some of those solutions depends on the sophistication that the client or the person on the buy-side has. There are only so many levers in this business in terms of what I can do. It's all about service delivery models and the underlying economics. This isn't astrophysics. There are not huge, massively complex data jobs in most cases (there are some benefits to that in different scenarios).There are a couple of levers on who's going to do the work and how much they have to do, what's the cheapest way to do it, and what the outcome will be. How do those things correlate (the price to the product)? Having those conversations with people that understand that better is important.I've worked with several legal operations groups where they have the knowledge, the understanding, and the sophistication. Still, there's a gap in the level of influence they have over the in-house attorneys...Different sides of the table, same challenges:We have very similar challenges - in-house and the law firm side - as it relates to getting the lawyers to understand the economics, the process, and to engage attorneys with it - to really adopt it. As opposed to, 'Yeah, but I'm skeptical of that because I don't understand it. So let's just do it the old way.'Next service delivery modelWhere can I get efficiencies out of technology? Which is a hugely growing market, that's going to be the new paradigm shift. It's going to be a much more dynamic service delivery model...Given that we've got a shortage of supply of people with the requisite skills to do a lot of this work and that's why we have to charge more. They [the attorneys] also have been working ridiculous man hours, and that's why we have to pay more for that. On top of that, there are obviously the mental health and quality of life concerns which is why a lot of people leave the workforce.I've been trying to make the case, and we work with our innovation group a lot, too, with several different teams internally to say: 'if you don't want people burnt out, you want them to have a better level of work-life balance and job satisfaction. Don't force them to brute force their way through everything all the time.'If you can get 30% more productivity out of the same people and let them sign off at seven or eight at night and use some tool that scales their productivity and delivers efficiencies then do it. You still get the same outcome, you just don't have to have as much input to have the same output.Resources mentioned Off The Clock Podcast Porter's Five Forces and a deeper look at Buyer Power

In this episode I chat with a good friend of mine, Danny Horanyi. He and I discuss . Danny Horanyi is the Chief Strategy Officer at Celebrity Home Loans, Co-Creator/ Division President at NEO Home Loans, and Co-Creator/Coach at Triibe Coaching. Danny has been making an impact in the industry for 19 years with an impressive lifetime origination volume over $2 Billion! Formerly ranked in the top 5 originators in the nation by volume, Danny's leadership and expertise have had a profoundly positive impact on the lives of his employees, business partners and colleagues. Learn more about Danny: www.NEOhomeloans.com & www.TriibeCoaching.com If you are enjoying the podcast, please take a second and LEAVE US A REVIEW and don't forget to connect with us on social media!

So... You got a client, that's only the start of the journey. The REAL challenge comes in serving your clients to help them achieve their goals and mandates...   So what journey do you have planned for your clients to serve them at the highest levels? Have you mapped out your route? Have you figured out what services your clients NEED to help them succeed? Today, we dive deep into your Customer Value JOurney and how to build the bridge across the water that's holding them back! Do you have freight in the Ohio, Indiana, New York, Or Toronto area that you're struggling with going back and forth to Western Canada? If so, then get ahold of Centurion Trucking; our friend Daman and his team are set to rock your world with service and value as you've never seen before!Get a hold of Daman by email; he's ready to discuss how you can fit into his mission of people before profits... Agents@Ameri-CanLogistics.com

Would you like to DOUBLE or QUADRUPLE Your Client Value Immediately? In this episode of the Shoney Show we share a very specific strategy you can do to achieve exactly that... Want to be IN the room with us next time? Discover The Private Coaching now.

Shownotes can be found at https://www.profitwithlaw.com/286.   As a law firm owner, it is extremely important to know which numbers to measure. In the first episode of our KPI series, Moshe Amsel discusses the Average Client Value and how important it is. He also discusses strategies to increase your average client value and what average client value is good for your firm. Resources mentioned:   Tired of being a stressed out lawyer? Book a free coaching call with one of our coaches and find out how to become a proud and free law firm owner - profitwithlaw.com/freecoaching Join our Facebook Community: https://www.facebook.com/groups/lawfirmgrowthsummit/   To request a show topic, recommend a guest or ask a question for the show, please send an email to info@dreambuilderfinancial.com.   Connect with Moshe on: Facebook - https://www.facebook.com/moshe.amsel LinkedIn - https://www.linkedin.com/in/mosheamsel/

Episode sponsored by Starting Point Digital MarketingFind Matt at: Matty G Digital Check out ThriveFind Brian at: Profit Coach or Greg Evans Professional CorporationCheck out more episodes at: Kawartha Small Business PodcastWant to talk more? Be on the show? Have an idea for the show? Want to work with us? We can help your business start, grow, or recharge. reach out at setitup@kawarthasmallbusinesspodcast.ca

Two metrics of retention that are often misunderstood and often not appropriately analyzed within a microgym. --- Send in a voice message: https://anchor.fm/wtfgymtalk/message

In this episode, Chris & Andrea discuss how to increase your average client value. We go over the things you need to consider when doing this in order to make profitable decisions for your business. We also cover the difference between average client value and average membership value and which you want to focus on first. If you're not already, join our FB group: The Art of a Profitable Lifestyle Gym. We give out tons of value via weekly trainings of the strategies that are working right now in the brick & mortar gym space. Head to factoryforged.group to join. See you there!

In this What's On My Mind episode we are back with Nina sharing what's been on their mind the last couple weeks. Nina share's their thoughts on business integrity and ethics, business agreements and how they align with your own brand vision and values along with your brand purpose, promise and people. This applies to all aspects of your business and the daily decisions you make as a leader and small business owner. We talk lifetime client value and could not help but talk about the the recent Venmo drama and some things to consider before you make a decision for your own business. You can find us on the gram @passionsquared and on the web at passionsquared.net To listen to the recent episode with Dr. Nancy on Mental Health, click here. To get your copy of My AwesomeAF Boundary Book, click here. To learn more about A School, click here.  Thank you for listening and for your trust, support and love.

Are you considering how your audiobook will help your listeners stay with you and continue to engage with you? You should be! In this episode, host Becky Parker Geist interviews award-winning marketer, international best-selling author (in 4 countries and 14 categories!), Steve Napolitan about how he creates content related to his books and his mission to achieve his biggest goals. Learn key tips on how to produce and leverage and re-purpose content—like the very content in your book! Gain hints on how to work more efficiently so you can enjoy life more. Great info for non-fiction and fiction authors alike! Learn more about your ad choices. Visit megaphone.fm/adchoices

On today’s episode Stephen Somers and I explore his journey to building an 8-figure business through Amazon and how building his “big domino project” led to diverse revenue and high Lifetime Client Value. Listen in as Stephen and I discuss the importance of buying time, where to put your focus and the problem with being too competitive. Stephen Somers is an investor and an expert in helping ambitious individuals becomes financially free in 5 years or less. His company, Marketplace Superheroes, has helped close to 8000 members build successful businesses selling their own simple branded products globally on Amazon.   You can learn more about Stephen at: https://www.linkedin.com/in/somersstephen See omnystudio.com/listener for privacy information.

In this episode, Chris Shuba of Helios Quantitative Research, shares how leveraging an insourced CIO can improve the client asset management experience and increase profit margins for the firm. Chris shares how they leverage statistical analysis and technology to design and manage asset portfolios and how those portfolios out perform other approaches. Chris shares how The post Driving Profit And Client Value Through An Insourced CIO appeared first on Kuttin Consulting Group.

The price of entry is prospecting. As a sales professional you need to be prospecting every single day. When to prospect and what to use in prospect we discussed in our last podcast. Today we discuss how to prospect.  When was the last time you wanted to talk to a sales professional?  Why would a client want to talk with you?  These and other questions are what we discuss on this week's podcast. Join the conversation by following us on LinkedIn.

The Future of Healthcare Starts with a Digital Front Door! Host Dr. Chris Hobson chats with Andrea Tait, Vice Present of Client Value at Orion Health on the exciting new Healthcare IT initiative of the Digital Front Door. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen/

The Treasury Talent team discusses Interview Tips for candidates searching for treasury jobs. In this episode we discuss: Learning the group’s ability to operate as a team The biggest challenge the team tackle this year Make sure to take notes Asking about business continuity plan  How technical should questions be Researching about the company when looking at a potential client Answering about salaries

Nancy Neumann and Lisa Young ITX Corp. Special Edition / Delivery + UX = Client Value Description Strong leadership and eager collaboration serve as the hallmarks in the long list of contributions made by ITX veterans and Vice Presidents Nancy Neumann and Lisa Young, the company’s most recent additions to its Board of Directors. In thisRead more The post Special Edition / Delivery + UX = Client Value appeared first on The Product Momentum Podcast Hosted By Sean Flaherty & Paul Gebel.

Create a powerful marketing strategy by following 6 simple steps. This week, I walk you through the Client Value Journey, which is the path your prospective clients will follow in order to purchase something from you.  Having a well thought out journey could be the difference between success and failure for your business.  

Our GuestsMelissa Prince serves as Ballard Spahr’s Chief Client Value and Innovation Officer and sits on the firm's Management Committee and Expanded Board. Melissa focuses on listening to client needs and understanding how each client's business operates in order to make the connection between value and innovation. She oversees the firm's Client Value and Innovation program, which includes more than 20 business professionals focused on creating a customized experience for each client.Melissa is a frequent speaker, presenter, and author on legal operations topics. She recently launched the Ballard360 Insider blog, which is focused on delivering insights and best practices in legal operations. Under Melissa's leadership, the firm was named to the Financial Times' Most Innovative Law Firms Business of Law, an innovation "Mover and Shaker" by BTI Consulting, and a finalist for the American Lawyer Industry Awards in the best law firm/client team and best business team categories. Before coming to Ballard Spahr, Melissa held similar roles at two Am Law 25 firms. She is an attorney who, before leaving private practice, managed complex commercial litigation matters. She is a Six Sigma Green Belt, Certified Legal Project Manager, ALPP and ALPM.Dan Pope is the Director of Strategic Pricing & Profitability at Ballard Spahr and oversees a team of pricing professionals that focus on using state-of-the-art tools and technology to gather and analyze information and evaluate the variables that drive cost. The team partners with firm clients to develop accurate cost-projections, customize pricing and value-based fee arrangements, establish goals and expectations, and identify preferences for cost efficiency, predictability, transparency, and value. Dan also leads an ongoing initiative to review the firm’s top clients to ensure firm profitability benchmarks are met. The program focuses on current arrangements, staffing, KEY TAKEAWAYSInnovation Philosophy: There is no innovation without adoption! When a new approach isn’t working, you need to be able to fail fast and rethink what you are doing. Competitive Intelligence: It's about giving clients something that they cannot find elsewhere. Regulating the Legal Industry: Change is coming and Law firms need to think more quickly and innovatively about how they are operating.

Industry superstar Jon Kreps, CFP and Founder/CEO his own firm, developed strong work and life ethics at a young age. A man of great faith and family, his vision was to build a highly successful world class financial group that prioritized on delivering exceptional comprehensive services combined with personalized client care and attention. Since joining the Exclusive Coaching Program, Jon’s practice has grown by over 400% to over a quarter of a billion dollars of AUM.    Resources:   The Academy of Preferred Financial Advisors The Exclusive Coaching Program                

Danny talks through how financial consulting can truly help you achieve your financial goals.

I'm joined by David Haintz, founder of Global Adviser Alpha in Australia which he started after a very successful exit from his prior firm in 2015. With a 30 year career as an adviser, David is now focused on his passion of helping global advice businesses become world class. In this episode, we're talking through the two areas where advisers provide client value, which David describes as below the line - the largely tangible elements like evidence based investing, benchmarking and rebalancing - and above the line, which are those valuable but intangible elements. David shares how to add value both above the line and below the line and we discuss the seismic global shift happening in advisers moving above the line to a client goals and lifestyle focused coaching profession. Links, show notes and timestamps at https://innovatingadvice.com/post/episode54. Join the Global Community Connect with Kate on LinkedIn Humans Under Management virtual event happening 8th September: https://bit.ly/IAHUM2020 Tickets: R500, US$30, £23, AU$42.

This is the first part in a series of reruns this summer of episodes with tons of value that you might have missed. In this episode, […] The post Episode 248: Rerun – How to Use Information Products to Add Client Value on Website appeared first on Freelance Translator Business: Marketing Tips for Translators and Companies.

Linda Novosel serves as Blank Rome’s Chief Innovation & Value Officer. In this role, Linda is responsible for driving the development of creative approaches to enhancing value and client service. Linda collaborates with Blank Rome’s attorneys and clients on designing customized service solutions that are cost-effective and efficient through a combination of people, process, and technology. In addition, Linda oversees strategic pricing and client value, practice innovation, data analytics, legal project management, and process improvement.Linda has more than 30 years of experience in the legal industry and has held senior management positions at several other Am Law 100 firms where she was responsible for practice management, strategic pricing, legal project management, e-discovery, attorney and non-attorney staffing, contract attorney programs, and process improvement. A former practicing lawyer, Linda received her J.D., cum laude, from Widener University School of Law where she served as an editor of the Widener Journal of Public Law and was a member of the Moot Court Honor Society. She earned her B.A. in International Relations from Bucknell University.Sharon Scenna serves as Director of Client Value at Blank Rome. She collaborates with clients, attorneys, and firm leadership on value and innovation efforts that enhance relationships. Sharon develops pricing structures that address mutual needs and strategies to help clients manage their legal budgets. She advises on rate and compensation models, hourly rates, evaluating new business opportunities, and client retention plans. Sharon is a key member of the innovation team that leverages a combination of people, process, and technology to provide cost-effective and efficient solutions. Sharon has over 20 years of experience in the legal industry including serving as Director of Practice Management where she advised department heads and practice group leaders on business planning, revenue and expense management, paralegal and attorney staffing needs, and coordinated with various administrative departments. As Director of Business Development, Sharon oversaw the marketing and business development team, launched client team programs, and led the successful implementation of CRM.Sharon earned an MBA from LaSalle University and a Bachelor of Science in Marketing from King’s College. TOP THREE TAKEAWAYSInnovation is better together. Innovation programs that encourage working in teams bring diverse ideas, creativity, and deliver better solutions.Help your clients shine. How can you help your legal department show they are not just a cost center but really providing an impact on the company’s bottom line?Leverage your data. Data is critically important to managing any pricing arrangement and providing transparency both internally and externally.

Mike Milazzo is Kelley Drye’s Director of Strategic Pricing and is focused on delivering solutions to enhance overall client value and drive bottom-line performance for the firm.With over 12 years of pricing experience, Mike works with the firm’s Executive Director, Chief Financial Officer, and senior firm management on strategic and operational initiatives related to pricing, project management, and process improvement. He consults with partners to develop appropriate pricing strategies and collaborates with clients and legal operations professionals to drive the development of creative pricing solutions to meet client needs and business objectives. Mike serves on the firm’s Client Value and Innovation Committee, is an accredited legal pricing professional (ALPP), and an active member of the True Value Partnering Institute organization – Law Firm Pricing Cohort. KEY TAKEAWAYSStart with Empathy: Lawyers should be having human conversations with their clients. To develop genuinely symbiotic relationships means hurting when their clients are hurting.Understanding Client Needs: Sometimes you must sift through the weeds to understand your client's true needs. Delivering Value. Clients are going to find value in firms that can help them anticipate what’s going to happen next.

In this episode, we speak with Diversity Lab’s Chief Intelligence & Knowledge Sharing Officer, Lisa Kirby, and Lelia Hock, Director, Legal Department Partnerships & Inclusion Initiatives to find out how Pricing, Innovation, Client Value, and Legal Project Management teams can help to prevent the potential negative impact of the current crisis on all the advances that have been made in diversity in the legal industry. Lisa Kirby, Chief Intelligence & Knowledge Sharing Officer at Diversity Lab. Lisa brings 20 years of experience in the legal profession to Diversity Lab. She has served as a practicing attorney, talent management professional, and law firm consultant. Lisa began her career as a litigator, practicing at two large law firms. She then spent several years as a professional development manager at Goodwin Procter LLP, where her contributions included helping to launch and lead the firm’s Women’s Initiative and developing a new parent coaching program. As a consultant with Edge International, Lisa advised a wide range of domestic and international law firms on strategic and talent management issues. At Diversity Lab, among many other duties, Lisa has led the creation and implementation of the needle-moving Mansfield Rule, now in its second certification year. She is a sought-after speaker who has been featured as a keynote speaker, presenter, and panelist on a variety of topics related to diversity & inclusion in the legal profession. Lisa also is a prolific author, having contributed articles on innovative ideas in diversity and professional development to publications like The American Lawyer, Law Practice, and Professional Development Quarterly.Leila Hock, Director, Legal Department Partnerships & Inclusion Initiatives, Diversity Lab. Leila joined Diversity Lab with over 10 years of experience in the legal field, as a law firm associate, in-house counsel, and coach and consultant to law firms and associates. Leila began her career in the corporate practice at Mayer Brown’s Chicago office. She then spent three years practicing in the in-house legal department at Kraft Foods, supporting the global contracting needs of Kraft’s procurement and outsourcing teams. When the call of the mountains hit, Leila took a role as the first and only US in-house counsel for a global oil field services company in Denver, supporting all of the company’s US legal needs. Throughout her legal career, Leila supported a diverse legal workforce by creating and managing internship programs for diverse candidates and taking an active role in affinity groups for women and diverse counsel.In 2015, Leila completed her professional coaching certification with the Institute for Professional Excellence in Coaching and began a successful private coaching practice. Leila worked with several law firms and legal groups to develop professional development curricula geared toward business development and enhancing the “softer” skills required to advance in today’s professional world. KEY TAKEAWAYSClients are doubling down on Diversity. Legal Departments are being more deliberate in the diversity data and metrics that they require from their legal service providers.Spotlight on Work Allocation. Ensure that diverse lawyers are doing career-advancing work and that during this crisis cutting edge work is spread evenly across the firmYou Can Make a Difference: From scoping, staffing to matter management you can keep diversity front of mind and play a role in advancing diversity in your firm or legal department.To find out more about Digitory Legal please visit our website at www.digitorylegal.com.

Host Dr. Chris Hobson talks to VP of Client Value, Andrea Tait, about how we can leverage technology to better manage the Covid–19 pandemic by helping hospitals reduce their load and help people to cope in the community. Find all of our network podcasts on your favorite podcast platforms and be sure to subscribe and like us. Learn more at www.healthcarenowradio.com/listen/

This week, we take a deep dive into Intersect 2020 which is the True Value Partnering Institute (TVPI) Annual conference, held in Miami in January. You can also enjoy this video recapping the event. Our guests James Shoemaker and Steven Manton speak to us in their capacity as TVPI advisors. We explore highlights from the Intersect 2020 conference, including key takeaways from sessions on leadership, change management and resilience with a focus on the evolving role of the business of law expert. The True Value Partnering Institute is a legal industry think tank focused on professional development and thought leadership at the intersection of the practice and the business of law. The Institute has become the definitive community for senior legal business professionals - those responsible for delivering value inside and outside their organizations. KEY TAKEAWAYSPeel back the onion. Good leaders know their weaknesses and use this self-awareness to improve their relationships within their team and the firm.Do you know what keeps the managing partner awake at night? Answering this question can help you break out of your pricing silo and get more involved in cross-functional projects across the firm.Avoid solution-jumping. Change management requires that you take time to understand the problem or opportunity first and empathize with the end-user.Just breathe! Your ability to be a good leader, deliver value and manage change starts with a focus on mental health and well-being. James Shoemaker is an Accredited Legal Pricing Professional (ALPP) and certified legal project manager with nearly 20 years of industry experience. In his current role as the Director of Pricing and Matter Management at Miles & Stockbridge P.C., he is responsible for setting pricing strategy, consulting with partners and clients on pricing solutions, and establishing a matter management framework of tools and processes to ensure efficient delivery of legal services. This includes oversight for all the following functions: pricing, rate setting, legal project management (i.e., “matter management”), new business acceptance, and the establishment and maintenance of the required supporting systems and infrastructure for these functions.A frequent speaker on the topics of legal pricing and project management, Jim’s core focus remains on maximizing the value of legal services by helping align the firm’s pricing and service delivery models with its clients’ legal needs and business objectives. Steven Manton is a Pricing Director at McDermott Will & Emery LLP. Steven is responsible for the creation and development of the firm’s pricing and legal project management function across all the firm’s offices.Steven is a highly knowledgeable law and business graduate with a Masters qualification and twenty years of legal sector experience. Recognized as a leading law firm pricing, practice optimization and profitability specialist who regularly teaches and publishes on pricing legal services and building the law firm pricing function.Steven is active in the legal community and serves on the Advisory Council of the True Value Partnering Institute, a legal industry think tank and is also a member of the Research Advisory Board for the Client Value and Law Firm Profitability Report published by Jim Hassett Phd.

Welcome to The Gym Secrets Podcast where you can listen in on the Top 1% of Gym Owners to hear the secrets of what they are doing differently to get more customers, make more profit per customer, keep them longer, and do it all without sacrificing their personal lives. We've got roll up your sleeves kind of hustle with a little bit of cleverness and a lot of heart. We are 1% of gym owners and this is our podcast. Hosted by Alex Hormozi.

Keith Maziarek is the Director of Pricing and Legal Project Management at Katten Muchin Rosenman LLP, where he is responsible for building the firm’s formal pricing and legal project management functions.Prior to Katten, Keith served as Senior Director of Client Value for Perkins Coie LLP, working closely with the client legal operations executives to develop collaboration strategies to improve operational efficiencies. Keith’s career in strategic pricing began at DLA Piper LLP, where he built the firm’s strategic pricing, profitability, and legal project management functions as the firm’s first Head of Strategic Pricing. He previously worked in strategic business development, helping establish a deep understanding of clients’ business needs.Keith frequently speaks at industry events and publishes articles on related topics. He holds an M.B.A. from the Kellogg School of Management at Northwestern University and a B.S. in Business Management from the University of Illinois-Chicago. TOP THREE TAKEAWAYSData Analytics. Clients and law firms are collecting and analyzing different data – do you know what your clients are looking for?Pricing Predictions. Over the next decade, we will see an emphasis on defining and measuring the ambiguous concept of value, and also an increase in well-scoped retainer arrangements. Optimization. For the next generation of lawyers (and clients), it’s not about precedent (what was done before) but how firms can be more proactive and efficient.

Join us as we chat creating client value with our special guest Matt Morley. Why so special? Well, he’s a great guy, has some great advice on optimising meetings to drive outcomes - and, he is host Sophie Morley’s husband! Learn about “spin selling”, the importance of understanding client psychology and why a ‘tactical’ approach is always more effective than a sales pitch. Find out how not to organise meetings, and find out why you need to shut up and listen. Also hear Matt score serious husband brownie points for referencing the content of two of our previous podcast episodes! Matt Morley has recently retired but maintains a keen interest in business and sales. Matt has 30+ years experience in geotechnical engineering and environmental consulting businesses - the first 20 years in technical and operations management roles, and the last 10 as Global Business Development Manager for Coffey International. During this time Matt attended and/or ran 1000's of client meetings and presentations. Career highlights include major project wins (up to $20M in consulting fees) across mining, infrastructure, oil & gas and urban development sectors. Key skills: Strategic Pursuits, Psychology of sales (CCV), Client relationships, Innovative sales techniques. Email :: mattmorley0704@gmail.com [Recorded at The Hive, KonTiki Maroochydore]

Well governed information should provide value beyond the institution. Please join us for a discussion on how your IG program can provide value to your clients. Maria Richardson and Diane Ibarra share their experiences and thoughts regarding IG controls, processes, compliance and the relationship to firm clients. Moderator: Kathryn McRae - Director of Research and Knowledge Services, Hawkins, Delafield & Wood Speakers: Diane Ibarra - Director of Records and Information Management, Hughes, Hubbard & Reed, LLP Maria Richardson - Associate Director, Global Records & Information Governance, White & Case, LLP

In this episode, Jason and his guests, Megan and Russ, talk about how to optimize your value for your clients. Supplementary Materials: CGIB (Canadian Group Insurance Brokers) The Benefits Corner Podcast Employee Group Benefit Insight: An Informal Reference Guide Remember to subscribe and and earn your continue education credits at bccquiz.online!

Grant Hicks of Advisor Practice Management and author of "Guerrilla Marketing For Financial Advisors" joins Mike Langford and Carla McCabe of Truelytics to explore the most important practice management themes for 2019.

This week we talk about building client value with Edmond REALTOR® Jilian Gardner. She shares a some of her secrets and the importance of providing value with everything that you do. We chat a little about the impact association involvement has had on her business and end with our traditional, always entertaining, Rapid Fire Randomness.

This week we talk about building client value with Edmond REALTOR® Jilian Gardner. She shares a some of her secrets and the importance of providing value with everything that you do. We chat a little about the impact association involvement has had on her business and end with our traditional, always entertaining, Rapid Fire Randomness.

Tonight we talk about client acquisition costs and lifetime value, upselling and the ways of RESTORATION2.0.Oh, and Bob makes a cameo appearance!R2.0 class in L.A. and DFW.Change the industry by changing your business.Los Angeles, CA: http://www.theclaim.clinic/R2LA2018Dallas, TX: http://www.claimsdelegates.com/r2dfw2018https://youtu.be/JzjdLiEB6EY~ Andy McCabe runs an Xactimate estimating and property claims consultancy called Claims Delegates. He is currently accepting new client applications from contractors needing help with Xactimate: http://www.claimsdelegates.com/ClientIntakewww.ClaimsDelegates.comClaims Delegates writes Xactimate estimates for contractors across the country. They also consult on Large Loss and CAT events.http://www.claimsdelegates.com/xactimateestimates/Facebook - https://www.facebook.com/ClaimsDelegatesTwitter - https://twitter.com/claimsdelegatesThe 24HR TECH mitigation documentation system: www.waterdamageprofit.com This training system and documentation package will help you train techs faster and get paid more for mitigation projects. The 24HR TECH on Amazon: https://amzn.to/2NVpZ9YThe Claim Clinic Podcast: www.theclaim.cliniciTunes Link https://itunes.apple.com/us/podcast/the-claim-clinic/id982839824?mt=2#RestorationRebels http://restorationrebels.com/Facebook: https://www.facebook.com/groups/RestorationRebelRebel Country Store: https://restoration-rebel.myshopify.comwww.AIRestore.orgWhat is Restoration 2.0 https://youtu.be/VlocUcn-L6g Become a member at https://plus.acast.com/s/the-claim-clinic. Our GDPR privacy policy was updated on August 8, 2022. Visit acast.com/privacy for more information.

Want to know how to rapidly develop expertise to deliver value? So do we! Philip recently collected 52 separate ideas, and we discuss the gems.

As litigation finance rapidly comes of age, learn how as a legal marketer you can spearhead initiatives focused on something that clients often value more than most other aspects of their legal representation: the dollars and cents cost of service. In this edition of the Strategies LIVE series, Emily Woloschuk, co-issue editor of the March/April issue of Strategies magazine, catches up with Gretchen Lyn Koehler to expand on her topic from that issue, "Commercial Litigation Finance: The Disruptive Force Driving New Demand for Client Value." More from the magazine: https://www.legalmarketing.org/strategies

Amber Bollman, business development manager at Barnes & Thornburg, and Yolanda Cartusciello, partner at PP&C Consulting (formerly Bernero & Press), discuss client journey mapping and how that process can be used internally within law firms to improve the marketing function and make business development initiatives more effective. More from the magazine: https://www.legalmarketing.org/strategies

Are you adding the right value for your clients? Please click on the link below tom complete a brief feedback survey so I can continue to develop a better experience. Survey Link

Franchise optimisation expert Yvette Sholdas explains how she transitioned her buiness from low value work to developing a highly niche'd, high value growth consultancy, specialising in working with franchises.

In this episode Jim and Tyson talk about the advantages of thinking long term and transforming one happy client into many. Think long term. How many referrals will I get from a particular client down the road, or how many more times will this person is going to hire me if I do a good job. Cost Per Acquisition Of a Client: if your lifetime value of your client is less than your acquisition cost, then you are doing something wrong. Calculate your cost per acquisition of clients = How much do you spend every month/year in your marketing _________________________________________________ Clients that you acquire that month/year (You can do the same with leads instead of acquired clients) How much is worth you to get a new client… As long as you get out more than you are putting in, then it’s OK, right? Once you figured out what the value of a client is for one case, then the next step is to figure out how can you increase the number of transactions you do with this client and how can you orchestrate referrals down the road and transform 1 client into 5. In other words, increase the lifetime value of this client. Therefore you are going to be willing to spend more money to get those leads. Follow up! If you take that extra step and you create things and stay in touch with your former clients, that makes a big difference. If you just market to the people who are already in your tribe, it is cheaper and more effective. Hacking’s Hack: A book, and it’s a little bit dated in the marketing message: it’s pre internet, but all the same principles apply. “Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition” by Jay Abraham, St. Martin's Griffin; 1st edition (October 12, 2001). It’s fantastic, it’ll give lots of ideas. Tyson’s Tip: Actually, a tip! The “if when then principle”. If you wanna stop doing something, or if you wanna achieve something in your life, one of the most effective ways of doing it is getting in the mind set where when something happens, then you do something that is healthier, better, or improves you in some way. From the book: “Influence: The Psychology of Persuasion, Revised Edition” by by Robert B. Cialdini, Harper Business; Revised edition (December 26, 2006). The Maximum Lawyer Podcast. Partner up, and maximize your firm.

How much is client actually worth to you - short term and long term? By calculating the proper metrics, you will realize that the marginal net worth of a client's value to you may be considerably higher than you ever imagined.

Digital marketing and book marketing expert Carrie Hartunian Smith shares her advice for authority–building and the client value optimization process.

What if you could learn the rituals to maximize your potential, learn to learn faster, methods to automate your business, and strategies to multiply lifetime client value, what would that do for you? Today you’ll discover how to tap into your human potential, automate your business, and grow your Client Lifetime Value with serial Entrepreneur Dan Faggella. He built, grew, and sold his first company by the age of 25. Today, he’s the founder of ScienceOfSkill.com, CLVBoost.com, and TechEmegence.com and he helps business owners around the globe build businesses around their passions and automate their businesses using email, software, and tools for growth, mastery, and freedom.   Here’s a glance of the strategies you’ll walk away with today: A new unique view of Entrepreneurship: What the future looks like: brain machine Interface, neuro prosthetics, artificial intelligence, tinkering with memory, emotions, and the human mind to enhance humanity; Rituals that are critical for personal and business success to keep you grounded emotionally; The morning routine for greater personal productivity and keeping in line with your biggest goals; “My morning routine helps me stay anchored what’s going to keep me in line with my highest goals”; “It’s Easy to get to the End of the week and say: I’ve got all of this stuff I really care about, what happened?” Why using a sleep tracker can help you be more productive; Morning rituals for greater productivity (and allows Daniel to run 3 companies); “Rituals allow me to take the Pause in the morning, root myself in what matters, and to make sure my day is aligned with that”; Why Rituals are Important for Skill Development – in sports, business, and life; “Having templates to follow frees up mental space and gets us in practice”; What great athletes and corporate athletes do to get and stay in a peak state; Business rituals you can model to automate your business with email; “Email drives a lot of self-turning systems for marketing, generating leads, and converting sales”; “Done right, systems (like email) are set up to run themselves without you”; The One Routine To Set Your Revenue and Growth on to generate more engagement, referrals, sales, and profits: The Poll Technique(HINT: Identify their top 3 desired benefits and biggest objections from getting started with your products/services); “Dial in to what clients care about by anchoring in on your clients values”; How using the phone can help you build out an automation model with email and can give you deeper insight and wisdom around your audience (and give you your core values and benefits in your future offers); Why segmenting your audience is a multiplier for your business (HINT: Segment by industry, age, gender, business type and more); The growth maximizer: Enhance and engage the human experience with connection and bonding in your automated model; Critical Questions for Client Engagement (and to track in your business): Why do you do business with us? What would have made you leave? What do you care most about? And what are you currently using or doing to solve that problem? The mindset you MUST have if you want to grow and scale in a bigger way: “Automate early, stop doing it manually, and pick a bigger niche”; Tim Ferriss’ing your Business: “Determining everything that can be automated in terms of making money and delivering product – and then what is your minimum viable involvement to make sure everything runs on auto pilot”; “To have the systems in place that make the money, handle the customers, deliver the products, and done in such a way so I DON’T HAVE to be involved at any given time”; “Smart Automation, Smart Marketing, and Smart Innovation allows you to work ON your business instead of IN it”; The Common Factor’s to Grow and Scale: Dial in to who your customer is and automate the way you sell your products and services, with a system that runs when you are not there”; Automation Architecture: It’s not the industry, it’s not the revenue, it’s not random emails, it’s in an architecture to build engagement, leads, sales, upsells and down sells that you can test, refine, and watch run (without you)”; True success is knowing that you can take it all away and give someone a notebook and a pen, drop them off in the middle of anywhere, and they would be back to the same place (of wealth) within 12 to 18 months; “Customer Lifetime Value sets the focus on a transformational business: How much value can we provide and how many different ways can we provide value!”; The Top Marketing Lesson’s You can Take away to Build More Sales and Profits: Find a product market fit, dial into you audience, know your clients, segment and treat them individually; “Knowing your customer - it’s not knowing one person, it’s knowing the different kinds of customers and segmenting them accordingly - gender, age, goals, amount of revenue, and more - and translating that into copy that sells”; And much, much, more…   Dan Faggella can help you optimize and automate your business to allow you to spend more time working ON it instead of IN it. Dan sold his first company by age 25, and is the founder of CLVBoost.com, Science of Skill, and TechEmergence.com. He’s also been has been recognized by major media sites such as the Boston Business Journal, MarketingProfs, Direct Marketing News, and more. Contact Dan Faggella by going to http://www.CLVBoost.com or dan@clvboost.com Get access to the full show here at: http://www.growthtofreedom.com/25 Dan was referred by Dr. Jeremy Weisz. He is the founder of InspiredInsider.com, Chiropractical Solutions, Chriropractorjobfinder.com and Producer for Mixergy. He regularly works with doers, big thinkers, and mentors who have a passion to live as a servant leader. Dr. Jeremy Weisz’s interview at http://www.growthtofreedom/14 Get more clarity, capabilities, and confidence and join us for a new show at http://www.growthtofreedom.com   =================== ABOUT DAN KUSCHELL: =================== Dan Kuschell is a success driven business growth strategist, a media contributor, and thought leader. He helps entrepreneurs, leaders, and business owners grow and scale their companies 10x by driving the flow of elegant ideas, execution, and team-culture for greater clarity, confidence, and direction. Dan has been recognized worldwide for creating results with his resources, books, and strategies. Meet Dan at http://www.DanKuschell.com Get more access to Dan's wisdom here: http://www.youtube.com/ChampionVision Watch/Listen to the show: http://www.growthtofreedom.com Tweet us at: https://twitter.com/dan_kuschell Follow us on Facebook: https://facebook.com/dankuschellpage LinkedIn: http://www.linkedin.com/in/dankuschell Pinterest: https://www.pinterest.com/dankuschell Instagram: http://www.instagram.com/dankuschell  

On this wide-ranging discussion, Troy explains what can be done, in light of the Affordable Care Act, to actually make the health care affordable. We discuss the possibilities of looking through the windshield rather than the rearview mirror when using  evidenced-based medicine and predictive modeling. We also explore how using those data can help lower costs, improve quality and deliver a better overall client experience. Get full show notes and more information here: http://bit.ly/1LtKlBa

"The customer is always right” is a mantra most of us are familiar with, but providing exemplary service to clients within legal requires direction, advice, transparency and much more. In an increasingly competitive landscape, law firms need to recognize the needs of their clients and how every aspect of their operations affect clients. Four members of ILTA's Business and Financial Management Peer Group shared their insight on this topic. Here is our interview with Vincent Cordo, Global Director of Client Value at Reed Smith LLP. Visit the ILTA website to hear each participant's interview.

Listen to this monthly series of podcasts from the Emerging Technologies Peer Group. Each month Lance Rea and Mark Manoukian have a conversation with the peer group of the month. This podcast will be with folks from the Business & Financial Management Peer Group. Stuart Dodds, Director, Global Pricing & Legal Project at Baker & McKenzie and Vincent Cordo, Global Director of Client Value at Reed Smith LLP talk about issues and initiatives in the business and financial management space. Format is conversational and touches on a number of different topics.

Panel Eric Davis (twitter github blog) Charles Max Wood (twitter github Teach Me To Code Rails Ramp Up) Discussion 01:13 - Is there value in testing and refactoring? Client Value vs Developer Value Unit Tests Acceptance Tests 09:22 - Saving time and money Better Code Maintainability 13:45 - When not doing tests hurts 14:39 - Refactoring “Changing Shit”/Restructuring 19:48 - Approaching restructuring “Leave it better than you found it” Use metrics Coding “taste” and style 30:36 - Software exists to provide value 32:33 - Documentation 34:45 - Getting clients to see the value in tests Characterization Tests 41:04 - Deployment 42:57 - Client Dictatorship Using specific libraries or tools or databases The Trust Factor 054 – Red Flags with Potential or Current Clients with Ashe Dryden Draconian technology Picks Software Engineers Spend Lots of Time Not Building Software (Eric) Status Board (Eric) Backbone.js (Chuck) Toy Story: Smash It! (Chuck) Next Week Overcoming Burnout Transcript [Hosting and bandwidth provided by the Blue Box Group. Check them out at bluebox.net] CHUCK: Hey everybody and welcome to Episode 58 of the Ruby Freelancers Show! This week on our panel, we have Eric Davis. ERIC: Hello! CHUCK: I'm Charles Max Wood from devchat.tv. It looks like everybody else is busy, so it's just going to be us this week! So how's it going, Eric? ERIC: I'm not that busy. I had a busy week last week; and basically, I actually took yesterday off. So, I'm just starting to kind of get back into things again so I actually have a bunch of time. CHUCK: Yeah. I just picked up another contract so things are starting to ramp up for me again. And then I'm trying to get all these stuff together for a few other things I've got going on. But yeah, there's always something to do. ERIC: Yeah. The hamster world never stops spinning. CHUCK: Yup. I'm seriously thinking about going and taking a nap after this instead of working, though. So this week, we're going to be talking about "How to Convince Clients of the Value of Test and Refactoring" and things like that. I guess we should talk about the premise really quickly of "Is there value in Test and Refactoring and stuff?" ERIC: Yeah. I don't know, I don't agree with a lot of the kind of popular opinion about bits on how you test everything and all that stuff. I'm very -- pragmatic is a good way of raising about it, I'm not sure -- I think there's value there, but I don't think there's as much value as a lot of people place in it. And especially if you consider it from the client's perspective, there might not be as much value in testing and refactoring, all that stuff, as developers put into it. CHUCK: Okay. What value do you see in tests? ERIC: For client, the value that they're going to get out of test is going to be "Regression Type Test", like this bug occurred, it was fixed; there's a test to prove it's never going to come back. There's also value in kind of like "End-to-End Test" - some people call that "Exception Test" or "Integration Test" where the system works from point A to point C going through point B. That's where the clients are hopefully really involved with like writing the test, how it's going to flow, and all that stuff. In those cases, I think there's a lot of value for the client. Depending on the client and the type of software you're building, they might not want to put a lot of time into it. I've had couple of clients where they are too busy to actually write this Sentence test, and so I would write them based on what the client would tell me, and then as we iterate on it like the workflow, we would tweak or understand the system and I would take that understanding and write the test for them. On the other hand, "Unit Test" I think for a client, there's very little value for them directly in unit test. I think,

Panel Eric Davis (twitter github blog) Charles Max Wood (twitter github Teach Me To Code Rails Ramp Up) Discussion 01:13 - Is there value in testing and refactoring? Client Value vs Developer Value Unit Tests Acceptance Tests 09:22 - Saving time and money Better Code Maintainability 13:45 - When not doing tests hurts 14:39 - Refactoring “Changing Shit”/Restructuring 19:48 - Approaching restructuring “Leave it better than you found it” Use metrics Coding “taste” and style 30:36 - Software exists to provide value 32:33 - Documentation 34:45 - Getting clients to see the value in tests Characterization Tests 41:04 - Deployment 42:57 - Client Dictatorship Using specific libraries or tools or databases The Trust Factor 054 – Red Flags with Potential or Current Clients with Ashe Dryden Draconian technology Picks Software Engineers Spend Lots of Time Not Building Software (Eric) Status Board (Eric) Backbone.js (Chuck) Toy Story: Smash It! (Chuck) Next Week Overcoming Burnout Transcript [Hosting and bandwidth provided by the Blue Box Group. Check them out at bluebox.net] CHUCK: Hey everybody and welcome to Episode 58 of the Ruby Freelancers Show! This week on our panel, we have Eric Davis. ERIC: Hello! CHUCK: I'm Charles Max Wood from devchat.tv. It looks like everybody else is busy, so it's just going to be us this week! So how's it going, Eric? ERIC: I'm not that busy. I had a busy week last week; and basically, I actually took yesterday off. So, I'm just starting to kind of get back into things again so I actually have a bunch of time. CHUCK: Yeah. I just picked up another contract so things are starting to ramp up for me again. And then I'm trying to get all these stuff together for a few other things I've got going on. But yeah, there's always something to do. ERIC: Yeah. The hamster world never stops spinning. CHUCK: Yup. I'm seriously thinking about going and taking a nap after this instead of working, though. So this week, we're going to be talking about "How to Convince Clients of the Value of Test and Refactoring" and things like that. I guess we should talk about the premise really quickly of "Is there value in Test and Refactoring and stuff?" ERIC: Yeah. I don't know, I don't agree with a lot of the kind of popular opinion about bits on how you test everything and all that stuff. I'm very -- pragmatic is a good way of raising about it, I'm not sure -- I think there's value there, but I don't think there's as much value as a lot of people place in it. And especially if you consider it from the client's perspective, there might not be as much value in testing and refactoring, all that stuff, as developers put into it. CHUCK: Okay. What value do you see in tests? ERIC: For client, the value that they're going to get out of test is going to be "Regression Type Test", like this bug occurred, it was fixed; there's a test to prove it's never going to come back. There's also value in kind of like "End-to-End Test" - some people call that "Exception Test" or "Integration Test" where the system works from point A to point C going through point B. That's where the clients are hopefully really involved with like writing the test, how it's going to flow, and all that stuff. In those cases, I think there's a lot of value for the client. Depending on the client and the type of software you're building, they might not want to put a lot of time into it. I've had couple of clients where they are too busy to actually write this Sentence test, and so I would write them based on what the client would tell me, and then as we iterate on it like the workflow, we would tweak or understand the system and I would take that understanding and write the test for them. On the other hand, "Unit Test" I think for a client, there's very little value for them directly in unit test. I think,