Are you still pricing by the hour?

If you bill by the hour, you get rewarded for being slow and inefficient. If your employees are completing timesheets, their focus is on the wrong things. Sounds so obvious doesn’t it?

Yet many firms still do it 

Imagine saying that out loud to a client when you give them your hourly rate that they would essentially be paying more if you are slow or inefficient... you think you’d get the work?! 

You say your mission is to do the best by your clients. To help your clients achieve their goals and objectives. Yet your billing methods and internal measurements are all based around inputs rather than outputs. If you are truly customer centric then your objectives should be aligned with your client’s objectives. Your team should be focused on things which are valuable for clients

By getting them to complete timesheets and then determine that they have ‘worked’ regardless of whether anything ‘effective’ has been done in that time period is not client centric

Rather focus your team on what is important to clients like: Turnaround times, Response times to phone calls and emails, Proactive touchpoints to help save tax, Helping them to solve problems and being there for them

Time is not a resource - it’s a constraint. Client’s aren’t buying time from us - they’re buying a result, an outcome, a solution. Align yours and your team’s objectives with what your clients really want and need and you’ll create clients for life - raving fans that will do your marketing for you 

Have a watch of the video below where I talk about aligning your objectives with your clients objectives 👇