Value is a Poor Basis for Pricing
June 3, 2026
Context changes how buyers pereceive value. “I don’t see the value.” “It’s not worth it.” Two weeks, two owners, two proposals rejected. That was the
Context changes how buyers pereceive value. “I don’t see the value.” “It’s not worth it.” Two weeks, two owners, two proposals rejected. That was the
Someone asks, “What do you do?” Do you answer like this? We: Do tax returns. Write estate plans. Resolve workplace conflicts. Design websites. Coach executives.
“When is the right time to discuss fees, Susan?” my client asked. He called after a particularly frustrating conversation with a prospect that started well
Once you’ve committed to implementing Value Based Pricing (see Step 1 COMMIT), it’s time to get started. Successfully implementing Value Based Pricing requires phasing it