The third piece of the puzzle and often the most difficult for business owners to accept is to increase their pricing by 25%. Simon has found that most B2B businesses are undercharging for their products, or services. With 21 years of experience in consultation and more than 1,600 Sprint analyses completed, he has found this to be a fact. “We know that most business owners are under charging, plus they invoice at the end of the month. This is not the correct billing method. We separate time and income and package every offer to make better use of time. Service businesses especially, need to productize their proposals and expect payment at the beginning of the contract, not later.” This strategy alone can double a business’ income, but it can also require training and a confidence boost. “Most salespeople, including business owners, need
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