How to raise consulting fees without losing clients

   
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.