How to raise consulting fees without losing clients
Below is a transcript of the Business Strategies/Your Dinner chat held on Feb 13 with consultant Peter Meyer.
(email, PeterEva) The chat was held in AOL's Business Strategies Forum (keyword, Strategies)
The topic: How to raise consulting fees without losing clients.
Janet AC1: >>>>>>Welcome! Let's get started!<<<<<<
Janet AC1: Our guest tonight is Peter Meyer, former GM for a
Janet AC1: multinational and a very successful consultant and
Janet AC1: speaker. He has been recently published in The Wall
Janet AC1: Street Journal, DM News, Business Horizons, Solutions
Janet AC1: magazine and other publications. Over the last year he has
Janet AC1: been studying the barriers to raising fees and how
Janet AC1: consultant can overcome them. He's here tonight to share
Janet AC1: some best practices.
Janet AC1: Peter, thanks for being here tonight.
Janet AC1: Do you have a few thoughts to start us off with?
PeterEva: Thanks
PeterEva: Thanks, and happy new year to you all,
PeterEva: If you would like to look at the best practices to set fees,
PeterEva: lets start with the survey that Herman Holtz and I did in
PeterEva: 1996.
PeterEva: We asked a few hundred consultants what stopped
PeterEva: them from raising fees. If you'd like, I can send you the
PeterEva: whole document, but
PeterEva: let me summarize the answers here.
PeterEva: I will download a few paragraphs of information, then try
PeterEva: to answer your questions.
PeterEva: . .
PeterEva: It is clear that for most respondents to the survey the
PeterEva: biggest barrier to increased fees is not clients, it is inwards.
PeterEva: Two fair summaries are: "I believe the biggest barrier to
PeterEva: getting one's rates is one's own mental set."
PeterEva: and
PeterEva: "You have to believe that the rate you ask is right, you
PeterEva: are entitled to it, and there is no question that it is a fair
PeterEva: exchange."
PeterEva: . .
PeterEva: Now, the contrast. For every 100 who say that,
PeterEva: 57 consultants would say that the barrier is the value
PeterEva: that the client perceives.
PeterEva: Think about this. In other words,
PeterEva: almost twice as many of us are restricted by our own
PeterEva: **internal** views as by what our **clients** see as value.
PeterEva: . .
PeterEva: As consultants, we tend to put our own needs first, the
PeterEva: client's second. Now, a rhetorical question:
PeterEva: When you buy something, which comes first, your own
PeterEva: needs or the needs of the person you are buying from?
PeterEva: . .
PeterEva: Almost universally we prefer to buy to fill our own
PeterEva: needs. Why don't consultants and trainers treat clients the
PeterEva: way we wish to be treated?
PeterEva: When we do approach clients with that in mind,
PeterEva: we increase client satisfaction and billings at the same
PeterEva: time. Makes sense doesn't it?
PeterEva: . .
PeterEva: So, it turns out that one key to both helping a client be
PeterEva: more satisfied and to getting higher fees is
PeterEva: to reverse the normal focus. In other words, forget our
PeterEva: own tools and how good we are with them. Instead,
PeterEva: focus on the effect that the client wants. Easy to say,
PeterEva: harder to do. We have documented a systematic process
PeterEva: that many consultants use to do that.
PeterEva: It is too long for here, but if you want a copy send me
PeterEva: an E-mail and I will be happy to send it on.
PeterEva: . .
PeterEva: And now, enough from me. Do you have questions
PeterEva: about raising or setting fees?
PeterEva: GA (I do that to say Go Ahead)
Janet AC1: Where do you start, though? How do you set a fee for consulting
Janet AC1: when you are just begining?
PeterEva: I can suggest three ways
PeterEva: One is to look at what you want to earn, divide by 1,000 and charge that.
PeterEva: If you do, make sure you cover costs, insurance, and so on.
PeterEva: The second way is to look at the competition and charge what they do
PeterEva: This is like letting someone else
PeterEva: run your business, but it is popular.
PeterEva: The second way tends to result
PeterEva: in higher fees than the first way.
PeterEva: The third way is to use that process that I mentioned.
PeterEva: It will tend set fees according to how the client values the work
PeterEva: This means that if the client sees no value,
PeterEva: you get no fee, and no work.
PeterEva: However, the tendency is to charge a higher fee\
PeterEva: because the client normally thinks we are worth more than we do.
PeterEva: Does that help? ga
Janet AC1: Could you explain what you mean by what you want to earn
Janet AC1: divided by 1000? Is that to set an hourly fee?
PeterEva: Sure, if you look at the number of hours in a year, you will be lucky
PeterEva: to get 1,000 billable hours a year.
PeterEva: Does that help? ga
Janet AC1: Also, how do you determine what the client thinks work is worth?
MorgDoug: Would you suggest an hourly, daily or fixed fee? Would you offer any discounts?
Janet AC1: If anyone has a question, type a ? so we know to call on you
Janet AC1: Morg, we'll take you next
PeterEva: Each customer has a
PeterEva: different sense of what value is, so we have
PeterEva: to look at them individually. Specifically,
PeterEva: it makes sense to look at the effect of what we deliver,
PeterEva: not the
PeterEva: process to deliver it. Most clients can look at an effect or result
PeterEva: and determine what the value is. The process to do that is
PeterEva: what I call a design session, where
PeterEva: the consultant and client work together to set a value.
PeterEva: Sorry for the typos. Did that help? ga
Janet AC1: Yes,
Janet AC1: Morg, go ahead with your question
Janet AC1: For those who just came in, we're talking with Peter Meyer
Janet AC1: (PeterEva) about how to raise consulting fees. Please type
Janet AC1: a ? if you would like to ask a question. We'll call on you in
Janet AC1: turn.
LC257: ?
Janet AC1: Peter, Morg wanted to know
Janet AC1: whether hourly, daily or fixed fee was better
Janet AC1: and if you should offer discounts
PeterEva: Morg, I believe in delivering results, not hours, so I think we
PeterEva: should set fees according to fixed fee
PeterEva: I do not believe in discounting, although I do believe
PeterEva: in raising the rate when asked for a discount. Did that help? ga
Janet AC1: Morg do you have a follow up?
Janet AC1: Morg must be away from the computer... Lc257 go ahead and
LC257: What kind of consulting do you do and what do you charge?
LC257: I just got here
PeterEva: I do two kinds LC. One is to work
PeterEva: with executive teams. We do flat rate for that, based on the
PeterEva: specific results we deliver
PeterEva: We also work with consultants on fee issues. For that we run a program
PeterEva: that is also delivered on a flat fee basis.
PeterEva: Did that help? ga
LC257: yeah /ga
Janet AC1: Peter, you mentioned raising the rate when people ask for a
Janet AC1: discount. How do you do that?
PeterEva: Well, it is pretty easy if you plan for it
PeterEva: Most clients want something that they do not believe that they
PeterEva: can afford. You can find out what in the Design Session. The trick
PeterEva: is to offer to do it at a price that looks good. So, when the
PeterEva: client says - discount - you can
PeterEva: say, well no, but how about if I do this and that in addition to the work
PeterEva: we are discussing and only charge you Y more.
PeterEva: If you know the client well, it works well.
Janet AC1: clever :)
PeterEva: If you want more on that there is an article
Janet AC1: For those who just came in, we're talking with Peter Meyer
Janet AC1: (PeterEva) about how to raise consulting fees. Please type
Janet AC1: a ? if you would like to ask a question. We'll call on you in
Janet AC1: turn.
PeterEva: in the latest SalesDoctors. Or I can send you a copy
PeterEva: of the article if you drop me a note asking for how to raise fees
PeterEva: when asked for a discount.
PeterEva: Thanks for the compliment. ga
Janet AC1: What about setting low fees. Does it help win business?
Janet AC1: Or lose it?
PeterEva: Yep to both.
PeterEva: Look at fees as
PeterEva: not just a way to cover costs
PeterEva: It is also a way to
PeterEva: set a market perception.
PeterEva: Some clients expect to pay more, and look askance when you
PeterEva: charge less. If the
PeterEva: client you want expects to pay $300, then do not, NOT, charge $200.
PeterEva: They will think that you
PeterEva: are a lower quality consultant.
Janet AC1: But how do you know what the client expects to pay?
PeterEva: Look at your market, the clients you want. What do they expect to pay?
PeterEva: Does that help? ga
PeterEva: You can find out by asking!
Janet AC1: Asking the client for a budget for the project?
PeterEva: If you sit down with the client and ask the value of the effect that
PeterEva: you will deliver, you will get a range. This may be more or less than budgeted
PeterEva: But,
PeterEva: how often have you done work that was not in the budget but was important?
PeterEva: For most of us, often.
PeterEva: So, ask the value of important work.
PeterEva: Does that help? ga
PeterEva: Oh, another
PeterEva: way to get a range is to
MMGPUBLISH: I HAVE A QUESTION
MMGPUBLISH: I HAVE A QUESTION
MMGPUBLISH: I HAVE A QUESTION
MMGPUBLISH: I HAVE A QUESTION
PeterEva: Is to look at who they hire now and what they
MMGPUBLISH: :)
PeterEva: pay for that. ga
Janet AC1: MMgPublish go ahead with you question
PeterEva: MMg?
Janet AC1: I guess he left....
Janet AC1: Can the independent consultant expect to get the $300 /hr fees the big 6 do?
PeterEva: Yes. Many do. Some do much better.
PeterEva: Look at how the big 6 market. They sell safety. If we can
PeterEva: sell safety, we can do the same.
PeterEva: Rhetorical question for us all:
PeterEva: Do you guarantee your work?
PeterEva: If you do, do
PeterEva: you tell your clients?
PeterEva: A guarantee is what the Big 6 offer.
PeterEva: So, try that. Offer a guarantee and raise your rates.
PeterEva: If you look at stats (which is an average, not individual)
PeterEva: you will see that consultants who offer guarantees
PeterEva: will bill out at twice the rate of others.
PeterEva: ga
Janet AC1: How can you guarantee results though..
Janet AC1: often in consulting the consultant tells the client what to do
PeterEva: Janet, will you stand behind your work?
Janet AC1: and then it's up to the client to implement the suggestions
PeterEva: Most of us do. And we guarantee our suggestions.
Janet AC1: if they don't implement what the consultant suggests, they still blame the consultant
PeterEva: I think that the problem arises when we do things to the
PeterEva: client instead of with them.
PeterEva: Suggestions are often made as to, not with.
PeterEva: Instead, we can take a little more time before the contract
PeterEva: to have the client be part of designing the solution (not the exact
PeterEva: details, but the overall idea)
PeterEva: and when we do that, they accept suggestions because
PeterEva: the idea was built by the client, not the consultant. This is
PeterEva: the design process that I mentioned.
PeterEva: ga
Janet AC1: Perhaps you could explain the design process a bit?
PeterEva: The design session is a meeting in which
PeterEva: you sit down with the client and say "look, I have talked to
PeterEva: all these people in your company
PeterEva: and they tell me that this is the definition of success for your problem."
PeterEva: Then, suggest a mediocre way to solve the problem
Janet AC1: a mediocre way?
PeterEva: but make clear that you expect them to build a better way with you in this meeting.
PeterEva: So, you are holding up a strawman suggestion
PeterEva: If they know that, and that you are doing that, they will work
PeterEva: with you.
PeterEva: Then, as a team, build the right solution
PeterEva: The temptation is for us to build
PeterEva: it in our office and present it as a fait accompli
PeterEva: If we do that, do we get the client to buy in?
PeterEva: Usually not well enough.
PeterEva: So, the design session is a time for the client to take ownership with you.
PeterEva: Does that help?
PeterEva: ga
Janet AC1: Backing up a bit..
PeterEva: ga
Janet AC1: by the time you get to the design stage you've set the fee, right?
PeterEva: Nope
Janet AC1: Ok, then how do you get the background information to do the design session?
PeterEva: You do not set the fee, Peter suggests, until the design session is almost over
PeterEva: You get the background info by doing a structured survey of the key
PeterEva: business people in the client organization.
PeterEva: If there are only 10 people, that is fine, but you go out and get
PeterEva: key information.
Janet AC1: But before you and the client have a contract?
PeterEva: You will find, almost every time, that you know more than
PeterEva: almost anyone else.
PeterEva: Contract?
PeterEva: I do this before contract, some do it after contract.
PeterEva: ga
PeterEva: Oh,
Janet AC1: Yes.. I was wondering how you do it before contract
Janet AC1: how you get approval to do it before contract
PeterEva: I should point out that
PeterEva: when I do this process, I get a contract at the price I ask about 95%
PeterEva: of the time. That holds for other consultants too.
Janet AC1: Folks, if anyone has a question, please type a ? to let us know to call on you
PeterEva: So, I am willing to invest a few hours to do the work knowing that I get my full
PeterEva: price later. Make sense? ga
Janet AC1: Yes, definitely.
PeterEva: Now, the rest of you
PeterEva: please
PeterEva: do not let Janet hog the floor. What do you
PeterEva: say?
PeterEva: ga
Janet AC1: :)
Janet AC1: While they're thinking..
Janet AC1: or finding the ? key..
RUSSLUND: I think Janet was doing great. I found the discussion extremely interesting and helpful.
RNanugonda: ?
Janet AC1: oops.. let's take RN
PeterEva: Russ, thanks
PeterEva: RN?
RUSSLUND: Do you ever consider daily rates as opposed to hourly rates?
KKeller586: ! Please continue while I listen in...
PeterEva: Yes, I have client now who we bill at daily only. But
PeterEva: this is rare. We almost always bill at flat rate. If we get asked the
PeterEva: hourly rate, even by that client, we generally know we have blown it
PeterEva: So, almost never hourly.
PeterEva: Does that help? ga
Janet AC1: Why do you think you've blown it if clients want the hourly rate?
PeterEva: My job is not to do well by me, it is
RUSSLUND: I'm a little confused.
PeterEva: to do well by my client.
PeterEva: Russ, go ahead
PeterEva: If my client
PeterEva: thinks that he is renting hours, he or she is not thinking
PeterEva: about the results. The results are what does well
PeterEva: by my client. Hours are my problem. So
PeterEva: If I am talking hours, I have blown it. I need
PeterEva: to refocus on the effect we deliver as a team.
PeterEva: ga
RUSSLUND: Please differentiate flat rate from daily rate.
PeterEva: I can charge you 4,000 per day, or I can charge you 6,000
PeterEva: for a total job. You should not have to worry about the days, just the total costs
PeterEva: so I prefer to focus where it makes the most sense for you. Does that make sense?
PeterEva: ga
KKeller586: ? so, you're flat rate is a per project rate, correct?
PeterEva: That is generally what I recommend.
PeterEva: ga
RUSSLUND: Yes it does. But, what if you are unsure of the exact time bound of the work?
PeterEva: Ahh, now who's problem
KKeller586: ? How do you wisely estimate the per project or flat rate?
PeterEva: is that? Is it the client's?
RUSSLUND: Mine??
PeterEva: I would suggest that
PeterEva: you look at it that way. Hold a sec KK
PeterEva: If you are not sure about the
PeterEva: hours/days, then you should get a better feel and offer a bid
PeterEva: that limits your risk. State
PeterEva: your assumptions, state the limits. Then ask if that is OK.
PeterEva: AND, remember
PeterEva: that if you are offering a flat rate you are reducing
PeterEva: the risk for your client. You are taking that risk
PeterEva: yourself. Charge for that service.
PeterEva: So, to get to KK,
PeterEva: look at the likely cost to you, your desired profit, and then
PeterEva: compare that to the value
RUSSLUND: Peter, very useful ideas - Thanks!!!!!
PeterEva: that the client will actually get. If the client
PeterEva: gets more, then set a price that covers you plus covers that risk. It
PeterEva: is a deal for both of you!
PeterEva: Russ, thanks,
PeterEva: ga
PeterEva: Oh,
PeterEva: KKeller, did I answer your question? ga
IntrnetExp: ?
KKeller586: Yes, it's just that calculating a per project can bring your hrly rate down to min. wage...
PeterEva: Umm, if that happens a lot
PeterEva: and
PeterEva: the value your client gets from your work is that low,
PeterEva: you may be in a poor business.
PeterEva: However, if the value is high, you may have the wrong clients. You should
PeterEva: choose your clients.
PeterEva: Thanks and ga
Janet AC1: go ahead intrnet
Janet AC1: Internet, you had a question?
IntrnetExp: Yes
PeterEva: Please ask
IntrnetExp: using the internet
IntrnetExp: how would you base consulting fees
PeterEva: What do you do?
IntrnetExp: is this mainly for a one on one type of situation?
PeterEva: No
IntrnetExp: I own an Internet Advertising & Web Page development company
PeterEva: So you deliver a value to specific clients?
IntrnetExp: yes
IntrnetExp: we get corporations and companies setup on the internet
IntrnetExp: right now I do not charge customers for consulting
IntrnetExp: tey should I?
IntrnetExp: yet
PeterEva: If you and the client can set a value in the design session,
PeterEva: then you are doing a real service.
PeterEva: Any time you do a service for free, how do the clients value that service????
PeterEva: At the price they paid right?
IntrnetExp: Well the consulting itself is free
IntrnetExp: however I get paid
IntrnetExp: to make pages or advertise
IntrnetExp: what ever the client
IntrnetExp: has chosen to do
IntrnetExp: from us talking to each other
PeterEva: And if they know that the consulting is free, how much do they value it?
IntrnetExp: should I keep the consulting free, or would this be something people
IntrnetExp: would pay for?
PeterEva: My point is that if you are delivering a value that is perceived, you
PeterEva: affect that perception with your price
PeterEva: In other words,
IntrnetExp: Well I have found that people sometimes get the consulting even though they never wanted
IntrnetExp: my service
IntrnetExp: they use it as a test to see what prices are
PeterEva: if you are doing a service that has value, charge if you want your
PeterEva: recommendations accepted. ga
Janet AC1: How can people get a copy of the 7-Step process that
Janet AC1: includes the design session
IntrnetExp: ok thanks
VSweetPea: Intrnet, in Yellow Pages, we do not charge for consulting but we do charge for mock up ads,
PeterEva: You are welcome
IntrnetExp: Sorry I wasn't that clear
PeterEva: VS - can I have infinite free consulting?
PeterEva: See my point? ga
IntrnetExp: That was my point I know I get taken advantage of
IntrnetExp: I wanted to try to eliminate that
PeterEva: Now, consider if you were to charge $300 per hour for
PeterEva: consulting. Many of the clients
PeterEva: that you now have would
PeterEva: go away, but others would fill in. Would the
PeterEva: new clients be different?
PeterEva: Almost certainly yes. Remember that your price helps define
PeterEva: who you get as clients. Use your price
IntrnetExp: See on the internet people are still iffy about believing companies yet for some reason
IntrnetExp: the more expensive prices they
PeterEva: to define your market, not get it defined for you.
PeterEva: ga
IntrnetExp: hear the mor eth larger companies believe you are really good
PeterEva: Intrnet, that is no different from anyone else.
Janet AC1: Peter, could you tell us about your 7 Step process a bit and
Janet AC1: how to get a copy of it?
PeterEva: Oh yes. There is a 7 step process for
PeterEva: setting fees. As I said at the top of the hour,
PeterEva: you can get it by dropping me an E-mail and asking. You
PeterEva: can also see it in SalesDoctors
PeterEva: or in DM News.
PeterEva: Do whatever
PeterEva: is easiest for you. ga
Janet AC1: Just a quick note for those who are new. You're in the
Janet AC1: Business Strategies Dinner chat. Be sure to sign up for our
Janet AC1: forum newsletter at keyword, Strategies to learn about all
Janet AC1: the happenings in the Business Strategies Forum
PeterEva: Janet, for those
PeterEva: who missed the first half hour. Can they get a transcript?
PeterEva: ga
Janet AC1: Yes, we'll have the transcript posted by Monday.
Janet AC1: Do we have any more questions for Peter tonight?
KKeller586: Providing value is the answer!!!!! But, the problem is...finding (great) clients!
LAURENAGRE: Yes,
RUSSLUND: where do I find the transcript?
Janet AC1: Lauren go ahead
Janet AC1: Russ: Keyword Strategies
Janet AC1: then click on the library icon and look for conference log library
LAURENAGRE: I'd like to know how I can find out about my competitors prices
PeterEva: Lauren what kind of business are you in?
PeterEva: ga
LAURENAGRE: I;, in the training/or consulting.
PeterEva: Easy. Have you asked clients?
PeterEva: Also, if you drop in
PeterEva: on the TRDEV list, you will see rates
PeterEva: there and can ask your supposed peers
PeterEva: Does that help? ga
Janet AC1: Do you have the address to subscribe to that mail list, Peter?
PeterEva: OOOPS, that is what I get. Drop
LAURENAGRE: everything seems so secretive. I want to make sure my prices are in line for those. most
PeterEva: me an E-mail and I will get it for you.
PeterEva: ga
PeterEva: Lauren, if people are hiding prices it is a sure sign
PeterEva: that they are nervous about them
PeterEva: So, if you follow them, you are not only letting them
PeterEva: control your business, you are going to be just
PeterEva: as nervous. Try setting them a different way, one that is set
PeterEva: with the client according
IntrnetExp: Bye thanks for your help
PeterEva: to the value the client gets.
PeterEva: Bye and you are quite welcome.
PeterEva: Janet, am I running over?
LAURENAGRE: thanks, thanks, thanks!!!
Janet AC1: Peter we have the room free if you can stay for a couple of more minute
PeterEva: Lauren, you are very welcome!
PeterEva: I will hang out here for a few, no worries.
Janet AC1: Once you figure out the value of a job to your client, do you
Janet AC1: calculate your fee as a percentage of what the work is worth
Janet AC1: to the client?
PeterEva: Well, that is a gutsy move. We do it, and find two things:
Janet AC1: If so, what percentage
PeterEva: One is that many clients cannot handle it
PeterEva: They offer to raise the fee instead!
PeterEva: Second: If we set a % of around
PeterEva: 25% of the value, no one seems to mind at all.
PeterEva: Does that help? ga
Janet AC1: They offer to pay you more than you ask?
PeterEva: Silly isn't it
PeterEva: But, to some people it is easier to raise your fee
PeterEva: than to try and track the savings or to
LAURENAGRE: does this mean we simply ask the client what it's worth to them??
PeterEva: deal with accounting.
PeterEva: Well, not quite that simple. Try following the notes in the
Janet AC1: So you offer them a choice of fee structures?
PeterEva: transcript or get the process and look at the design session.
PeterEva: Janet, why not?
PeterEva: ga
Janet AC1: That's an interesting concept.
RUSSLUND: Peter - what size (#employees/revenue) company's do you target?
PeterEva: Well there is a neutral response
PeterEva: Russ, we
PeterEva: go after fortune 100 and very small consultants
PeterEva: ga
Janet AC1: very small consultants?
PeterEva: Less than 10 people in a firm. Usually 1 or 2
PeterEva: ga
Janet AC1: Do you hold training seminars for that group? Or one-on -one consulting?
PeterEva: Training programs. They are called, surprise, Raise Your Fees
PeterEva: ga
Janet AC1: And how can anyone find out about those, Peter?
PeterEva: Umm, send me an E-mail and I will send you a
PeterEva: detailed version of the process and notes on the program and how it works. Just
PeterEva: make sure you ask about Raise Your Fees or you get
PeterEva: the short version only.
PeterEva: ga
PeterEva: Let me go back to something
PeterEva: for a second. If we spend
PeterEva: too much time on pricing, we take the client's eye off the ball.
PeterEva: The ball is
PeterEva: results, effect. If we take the client off that we are doing a disservice to
PeterEva: both of us.
PeterEva: Does that make sense? ga
Janet AC1: Yes, it makes a lot of sense, Peter.
Janet AC1: Does anyone else have a question for Peter tonight?
RUSSLUND: Do you feel hourly rates in the industry vary based on company size?
PeterEva: No. I have small clients that pay a lot to us
PeterEva: because they get a lot.
PeterEva: I have a large client we fired because they were not getting a lot from
PeterEva: us, although they wanted to keep working with us.
LAURENAGRE: Do I simply ask clients what the service is worth to them?
PeterEva: Lauren, no
PeterEva: try following the process, it is easier. For a copy
PeterEva: of the process drop me an E-mail and ask for the 7-Step process.
PeterEva: It is too long for here.
PeterEva: ga
LAURENAGRE: Thanks
PeterEva: You are quite welcome. ga
RUSSLUND: When will you be here again peter?
PeterEva: When Janet asks again I guess.
PeterEva: Janet, how is that determined?
PeterEva: ga
Janet AC1: Any time you can make it!
Janet AC1: I'd like to thank you very much for taking the time to be with
Janet AC1: us tonight! It's been very informative!
Janet AC1: And do hope
RUSSLUND: YES!!!!!
Janet AC1: that you will be able to join us again, either
Janet AC1: here at the dinner chat or
Janet AC1: at our regular consultant's chat at 10 PM Eastern time on
Janet AC1: Wednesday evenings.
AngeliaLyn: :::Standing Ovation for Peter::::
PeterEva: Truly my pleasure. You have all been too much fun. Thanks
Janet AC1: Clap! Clap! Clap! :)
KKeller586: Thanks for the info, it was great! I'll be emaling you...
LAURENAGRE: Hoorah for Peter!!
RUSSLUND: Thanks Peter
PeterEva: You are welcome. Is there an icon for blushing?
Janet AC1: If you have trouble finding us, it's keyword Strategies
AngeliaLyn: ::::blushing:::
Janet AC1: And don't forget to sign up for our newsletter! :)
PeterEva: Thanks AL, I should have guessed that you would know!
AngeliaLyn: Hehehe :) Thanks for comin' Peter :)
PeterEva: Well, gotta go. This is our valentines day in my home. Thanks again!!!
RUSSLUND: Bye All
Janet AC1: Bye, Russ
Janet AC1: Night. Peter! Thanks again!
PeterEva: You are welcome again!!
Janet AC1: Jlava we have just concluded our chat.
Janet AC1: Night.
