Pricing isn't about defending your number; it's about owning it. I still recall the first time someone said, “That’s higher than I expected,” after I sent them a proposal. My initial reaction was simple: panic, followed by asking myself a series of questions:   Should I discount it? Explain every line item? Apologize for charging what I charge?   I didn’t do any of that, but the urge was strong. It was rooted in a sense of insecurity, a familiar feeling during these conversat

The case for patience in a world addicted to constant tinkering. Last week, I spent a few days ice fishing in Minnesota with industry friends. We laughed and bonded while trying to catch pike, bass, and the elusive walleye. On the plane ride home, my mind drifted to thoughts about marketing and branding, as it often does, and I realized the parallels between marketing and ice fishing. It may seem like a stretch, but stick with me for a moment. Ice fishing looks calm, quiet, a

Ownership isn't a title; it's the ability to create more value than you consume. Before diving into definitions of value, let's consider a fundamental belief: Ownership is not just about holding a title; it's about creating more value than you consume. Most people talk about 'value' in business as if it’s a warm, abstract concept. But the real issue is simpler and more important: the difference between negative value and surplus value. Phrases like 'value add' and 'we provide