If plumbers can charge value based fees, why won’t your knowledge based firm do the same? Knowledge is knowledge and every industry has its complexities and unknowns. How the Plumber Does It I called my plumber for my annual inspection and to have him fix a few things. He spent about an hour inspecting every … Continue reading The Plumber Does It. Why Don’t You?
You’ve come to realize that not all clients or prospective clients desire, need, or want the same value, so your firm offers three options: Good, Better, Best. (Or Platinum, Gold, Silver) What if Good, Better, Best shortchanges your clients—and your company’s bottom line? I started thinking about the harm of Good, Better, Best during a … Continue reading Good Better Best is Not Value Based Pricing
When your intellect doesn’t crank out content in neat hourly increments why should you sell or buy hours? I had a fierce disagreement with a CEO last week about value based pricing versus hourly billing. He insisted that the only way he could have control over my work was to pay by the hour. I, … Continue reading Why Knowledge Work is Not Like Assembly Line Work