By Andrew Sobel
RainToday.com Note: This is part two of two of Sobel's article on pricing. In part one, Sobel outlined why professional service providers' pricing is tied to their value and offered the first four of nine considerations. Now read Sobel's last five considerations.
5. Embedded Intellectual Capital And/Or Proprietary Data
In some cases, you may have proprietary data or information that you have accumulated at great expense. There may be physical products involved in your service delivery (training materials, for example, or software). You do need to think about how and whether this should be reflected in what you are charging.
Question: How can you make your client more aware of the embedded investments in your delivery? In highly competitive situations, can you explicitly offer these as extras which then provide support for your fees?
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