Your Hidden Advantage: Breaking the Broken Cookie Effect with Patty Block

Business advisor Patty Block discusses how women business owners often undervalue their services and sacrifice their own interests, a pattern she calls the “broken cookie effect.” She explains strategies for value-based pricing, building business value, and preparing for potential exits. Patty emphasizes the importance of standardizing pricing models and operations while maintaining business stability. She shares insights from her book Your Hidden Advantage and her experience helping women position their businesses for successful exits.

Guests

Patty Block - Business advisor, author of ‘Your Hidden Advantage,’ and creator of the Broken Cookie Effect. She helps women business owners optimize pricing, positioning, and exit planning, drawing from nearly 20 years of experience working with professional service companies.

Topics discussed

•  The Broken Cookie Effect and women’s tendency to self-sacrifice in business
• Value-driven pricing strategies
• Building business value for potential exits
• Common myths about growing a business
• Balancing secrecy and stability during exit planning
• The importance of standardization in business operations
• Women’s unique challenges in business exits
• The three acts of women’s professional lives

Key Takeaways

• Value-based pricing should replace hourly rates to better reflect the true worth of services
• Standardizing pricing models makes discussions less personal and more strategic
• Business valuations early in the exit process can be costly and ineffective
• Building a sellable business requires intentional planning and structure
• Women often need to overcome generational conditioning about business ownership
• Exit planning typically requires about five years of preparation
• Maintaining business stability while planning an exit is crucial

Notable Quotes

• “Putting yourself last doesn’t serve anyone.” — Patty Block
• “It’s not about how much time you’re spending on something. It’s about the value that you’re bringing to the client.” — Patty Block
• “We are shocked because if it’s a fair offer, the amount of money is a validation.” — Patty Block
• “Women don’t retire. We always go on to our next thing.” — Patty Block

Quick Links

• Your Hidden Advantage 
• Patty Block’s Website 
• Revenue Roundtable 
• Value Driven Pricing 

Watch the full episode here: