Most professional service providers do not have a sorting problem on paper. They have one in practice. They keep the wrong clients, chase the wrong opportunities, spend time in the wrong places, and stay tied to relationships that quietly drain them. Better sorting is not complicated, but it is expensive to ignore.

John Ray was a panelist, addressing pricing strategy, on what business owners should be addressing three to five years prior to a business sale.

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.

Business attorney Bill Piercy, a specialist in what he calls corporate divorce, joined me on The Price and Value Journey podcast to discuss why all business partnerships have a limited life and why you must an exit strategy.

Reflections on the business lessons a successful Christmas tree farm has for those of us in professional services.

Instead of competiting on price, twenty years ago Delta Airlines began a focus on customer-perceived value. They haven't looked back since.