Pricing for Professional Services                    Helen Cousins                             for2011    © Copyright Hele...
What is a Professional?29.11.11                             2
What do you value in a doctor?29.11.11                          3
What do you value in a film?29.11.11                                  4
What do you value when raising equity? 29.11.11                         5
Do you care how long it took…   … to perform a successful surgical      operation?   … to make your favourite film?   …...
Is time the “value add”?29.11.11                              7
What are you selling?                      This reminds me…                                      Hourly                   ...
If you sell hours… … aren’t you training your clients to value   hours? … why won’t your client just buy the    cheapest...
We’ve all got 24 hours per day29.11.11                           10
We’ve all got 24 hours per day29.11.11                           11
Are all hours equal …                     =   … in the context of professional services?29.11.11                          ...
Pricing is a function of Marketing               Product    Price              Promotion   Place29.11.11                  ...
Value Pricing   Sell knowledge, not time   Results focused, not time obsessed   Fixed price contracts   Remove risk fr...
Articles on Pricing Article                                            Published on Why Business Pricing Can’t be Personal...
Connect with Xcel Business Solutions             Helen Cousins29.11.11                        16
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Pricing Professional Services

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In this presentation on “Pricing for Service Professionals”, Helen advocates “value pricing” for professional services. This pricing model begins with defining what constitutes a professional and what exactly is it that they are selling. The end result is a client who knows what value you have added to their business, and who is happy to pay for that.

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Pricing Professional Services

  1. 1. Pricing for Professional Services Helen Cousins for2011 © Copyright Helen Cousins, Xcel Business Solutions 2011
  2. 2. What is a Professional?29.11.11 2
  3. 3. What do you value in a doctor?29.11.11 3
  4. 4. What do you value in a film?29.11.11 4
  5. 5. What do you value when raising equity? 29.11.11 5
  6. 6. Do you care how long it took… … to perform a successful surgical operation? … to make your favourite film? … to successfully raise equity to fund your company?29.11.11 6
  7. 7. Is time the “value add”?29.11.11 7
  8. 8. What are you selling? This reminds me… Hourly Hours Rate Fee € € To Professional Fee 55 €150 €8,250 of this… Unit Quantity Price Total € € Kitchen sinks 55 €150 €8,25029.11.11 8
  9. 9. If you sell hours… … aren’t you training your clients to value hours? … why won’t your client just buy the cheapest hours? … what differentiates you from other professionals?29.11.11 9
  10. 10. We’ve all got 24 hours per day29.11.11 10
  11. 11. We’ve all got 24 hours per day29.11.11 11
  12. 12. Are all hours equal … = … in the context of professional services?29.11.11 12
  13. 13. Pricing is a function of Marketing Product Price Promotion Place29.11.11 13
  14. 14. Value Pricing Sell knowledge, not time Results focused, not time obsessed Fixed price contracts Remove risk from client Price by client Scope your work carefully29.11.11 14
  15. 15. Articles on Pricing Article Published on Why Business Pricing Can’t be Personal Own Blog Your Business, Your Price - Do you value YOUR Own Blog Brand? Pricing for Profit – Pitching Your Price through Own Blog Innovation Pricing for Profit. [Part 1] Bloggertone Pricing Vs. Costing [Part 2] Bloggertone Pricing as a Process [Part 3] Bloggertone Pricing for Professionals [Part 4] Bloggertone How to Improve Your Profit Margin All About Business (BOI) The Devil is in the Discount All About Business (BOI)29.11.11 15
  16. 16. Connect with Xcel Business Solutions Helen Cousins29.11.11 16

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