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How to Set Price

               Ed Kless
Senior Director, Partner Development
            and Strategy
Presuppositions
• Defined value
• Completed a scope
Develop Options

           E        D             S
               •B+
C   •B+                      •1 hour
             ...
Neinbach’s Model

     WA HF             PF
C
B
A
Questions to ask before setting price
•   What does the customer think the value of our solution is?
•   Have we done a co...
Van Westendorp’s Model
         Too
                  Expensive   Cheap   Too cheap
      expensive


C
B
A
The Proposal

                  Item           $
    •G+
V   •Convert…
    •Integrate…
    •T+
G   •Provide…
    •Develop…...
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How To Set Price

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Presentation on how to set price for a professional knowledge firm.

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How To Set Price

  1. 1. How to Set Price Ed Kless Senior Director, Partner Development and Strategy
  2. 2. Presuppositions • Defined value • Completed a scope
  3. 3. Develop Options E D S •B+ C •B+ •1 hour •Convert… •RQA •4 SR •Integrate… •A+ •A + B •4 hour •BPR •Provide… •2 SR •SRC •Develop… •PC A •Install… •8 hour •NA •Train… •1 SR •SoF
  4. 4. Neinbach’s Model WA HF PF C B A
  5. 5. Questions to ask before setting price • What does the customer think the value of our solution is? • Have we done a complete scope document/project plan? • With whom on organization chart am I dealing? • Who referred this customer to us? Why were we referred in the first place? • Do they have any time sensitive deadlines for the completion of this project? Why do they need to do it now and not in six months? • Who’s paying for the service? Are they spending other people’s money? • Do we have any competitors? If so, who? What price information do we have about these competitors? • How profitable is customer’s company? How long have they been in business? • How busy are your resources? • Have they engaged with someone else prior to us to do similar work? Who was prior firm and why are they changing? • How sophisticated is the customer? • Does customer add to firm’s skills or markets? • Do we like this customer? What is the state of their restroom? • How do we help reduce the customer’s risk?
  6. 6. Van Westendorp’s Model Too Expensive Cheap Too cheap expensive C B A
  7. 7. The Proposal Item $ •G+ V •Convert… •Integrate… •T+ G •Provide… •Develop… T •Install… •Train…

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