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.

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.

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.

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

Several statements that lead to mindset traps and mental baggage that get in the way of delivering client-perceived value.

I've seen it too many times: service providers, particularly early in their business, creating a false choice between being virtuous and being profitable. Between serving others and serving themselves. Between being honorable and increasing their value. These dichotomies are false.

As a service provider, you often face a challenge similar to Caitlyn Clark. Your impact is substantial, yet often invisible unless you frame it through your conversations with clients.

A couple of "low-cost" airlines have finally added first-class; many service providers operate like all their clients should be first class.

A quick and handy guide for coaches considering Black Friday discounts for their service offerings.

Intangible value is a complex thing. It changes over time and by circumstance, even with the same person.

Clients are like cats, and rightly so. Even the ones who love you dearly have limits on that love: they don't really care about your costs.

When clients look to hire an attorney, they assume expertise. Their decision is grounded in intangible qualities of the professional.

Your business is a journey. It's your own uniquely beautiful and fulfilling trek, with all the hills, valleys, stops, and detours.

Thoughts on sushi, the concept of "too good to be true," and value conversations as acts of generous service.

What should you do when you get asked, "how much for an hour of your time?"

"The Generosity Mindset" selected for the Gwinnett Entrepreneur Center Small Business Book Club

A big thanks to  Melanie Johnson  and  Jenn Foster  for inviting me as a guest on the Elite Expert Insider Podcast to discuss my book,...

Why is a book on your mindset in business, value discovery, pricing called The Generosity Mindset?