How Value Pricing Wins Clients

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These slides were prepared for a SXSW 2011 session on Value Pricing.

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  • How Value Pricing Wins Clients

    1. 1. How did weimplement valuebased pricing?
    2. 2. I’d like to talk about‣ Background‣ What we needed to understand before we could do anything‣ What we’ve implemented
    3. 3. Before I begin‣ We’ve been working on this over a year and we are still figuring it out‣ It is amore a change in a way of thinking then it is a set of tools‣ It requires a lot of work to unlearn a way of thinking‣ It requires a lot of work to do something non standard
    4. 4. We never trackedhours...
    5. 5. But we did formour prices basedon hours
    6. 6. Tim Williams (Ignition Consulting)
    7. 7. 5 things we needed tounderstand‣ Price vs Cost‣ Discovering our incentives‣ Efficiency vs. Effectiveness‣ What clients are buying‣ How clients perceive us
    8. 8. 1.Price vs. Cost
    9. 9. Our costs do notlead our pricing
    10. 10. 2.Understand ourincentives
    11. 11. 3.Efficiency vs.Effectiveness
    12. 12. 4.What are ourclients buying(what are we selling)
    13. 13. 5.How our clientsperceive us
    14. 14. 5 things we are doing1.Make pricing a skill2.Move from deliverables to outcomes3.Be creative in how we get compensated for what we do4.Present options to clients to understand what they value5.Get better at understanding the value we create

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