Why do professional service providers discount their fee before clients even ask? It's not humility. It's ego protecting itself. Here's how pricing anxiety keeps you from charging what you're worth.

Professional services trains a lot of us the same way. We become excellent "put-the-vase-away" people who are accurate and dependable, when what our clients highly value is filling the vase with "flowers."

The primary challenges AI poses for professional services firms billing by the hour don't just rest with the fact that machines work faster. AI presents thornier challenges that require attention.

This guide represents investments in others and yourself as well. Instead of gifts that depreciate, investments that enhance your reputation as a professional of value. Some you give to others, and yes, some you give to yourself.

It's the season to post about gratitude for clients and others who have helped you in your business. When you sell your expertise, however, I think gratitude needs to move beyond what can sound like a greeting card and into how you run your business, especially how you price. Here are four kinds of gratitude I see expert service providers miss.

There's plenty that professional services providers can learn from canned chili prices.

"You do not lose business because your price is too high. You lose it because you never asked what else mattered." The number of value drivers motivating clients to hire you is countless. They matter much more than your price.

Larry Levine, author of Selling in a Post-Trust World, joins me on The Price and Value Journey podcast to discuss selling in the "trust recession" we find ourselves in.

The principles of what I call The Generosity Mindset® help professionals serve and price better. It also provides leaders a roadmap to build loyalty and culture. goBeyondProfit's research demonstrates why employees, not executives, should define leadership generosity.

The real reason for most price objections? It's not because all clients are price sensitive. It's usually because of inadequate value conversations.