What’s the Difference Between Deliverables and Value Delivered?

One CPA tossed deliverables and doubled revenue in one year. Would double revenue make a difference to your firm? When professional and business services firms work on their pricing, they look at what the competition charges, their own history, their industry “best practices” and expenses. They enumerate their deliverables. Where’s the client in all of … Continue reading What’s the Difference Between Deliverables and Value Delivered?


One and Done or Consistent Value Over Time?

Congratulations! Your firm has implemented Value Based Pricing starting with Step 1 COMMIT, through Step 2 PREPARE, Step 3 ESTABLISH, and Step 4 TRAIN. Your providers are delighting clients with high value for a fee commensurate with that value. Your internal systems are in place ensuring that engagement agreements and invoicing support Value Based Pricing. … Continue reading One and Done or Consistent Value Over Time?



Are You Trapped By Certainty about Your Pricing Model?

Adopting Value Based Pricing, which is the only ethical pricing model for services firms, will lead to a complete makeover of the company’s systems and thought processes. It re-shapes everything you’ve been certain about. That’s a great benefit for growth-minded firms and their clients. Certainty can become a trap. Conditions change, and you must be … Continue reading Are You Trapped By Certainty about Your Pricing Model?


Every Accomplishment Begins with the Decision to Act

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 in. I never recommend trying to flip a switch. Step 2 PREPARE helps you begin the phase-in. No one succeeds without confidence and that only comes from intense preparation. The … Continue reading Every Accomplishment Begins with the Decision to Act




Close the Gap Between Pricing and Profitability Goals

Pricing and profitability require a finely tuned balancing act: price too low and you miss your profit goals; price too high and you’re at risk of customer resistance and being undercut by the competition. Companies take a couple of different tactics. They scope out the competition and try to position themselves near the top. They … Continue reading Close the Gap Between Pricing and Profitability Goals