No client buys hours, and hence services professionals don't sell time. Yet two generations of accountants, lawyers, consultants, and other services professionals have been taught they do, and by forcing them to account for every six minutes of their day, they begin to internalize this attitude to the detriment of focusing on wealth creation for their clients. Based on Ron Baker’s best-selling book, Pricing on Purpose: Creating and Capturing Value (John Wiley & Sons, Inc., 2006), this webinar will give you alternatives to pricing your services based on client-perceived value, rather than hours spent. By learning to avoid the deleterious consequences of hourly billing, you will be able to: - Communicate better with clients
- Uncover client expectations up-front
- Remove surprises from client invoices
- Involve clients in establishing the scope and value of your services
- Enhance loyalty and retention
- Increase your profitability
This program is not just about pricing strategies, it is about a business model change. From selling time to selling intellectual capital, the chief source of wealth. Major Topics Include: - The Labor Theory of Value vs. The Subjective Theory of Value
- Utilizing Price-led costing
- Price psychology and emotions
- The importance of pricing before work is done
- The Fixed Price Agreement and Change Orders
- Offering a Service and Price Guarantee
- Who’s in charge of value in your firm?
- Establishing a Pricing Cartel and appointing a Chief Value Officer (CVO)
Plus, there will be a 30 minute question and answer session where you can ask specific questions about your pricing strategies. Any professional who is interested in being among the leaders in the professions moving away from the hourly billing method to achieve a competitive differentiation and who is tired of sacrificing profits on the altar of the almighty hour should attend this revolutionary webinar. |