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Value-Based Pricing for Professional Services

The uptake of value-based pricing is now progressing nicely and the adoption rate in some verticals is very positive, but there is still a lot of room to make up in some such as technology and most of all procurement, where they are obsessed with costs. What is Value-Based Pricing? Value-based priced is the standardised […]

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Pricing the Customer

If I have 2000 seats to fill and 400 prices I know I’m missing 1600 prices. Ex-CEO of American Airlines Having modern pricing let’s you price the customer and not the service. So if you have multiple levers of value behind your service you sell, there can be a number of different ways to allocate a price to […]

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Pricing is Underrated

You probably set your pricing and forget about it. Commercial airliners change their pricing 11,000,000 times per day. Uber has an insanely complicated pricing system that takes into account distance, demand and experience. They’re just an app which is an improvement on taxies. What do you sell? And how many different price options do you […]

Reed’s Agreed Pricing

Where most service businesses charge by time, my approach is different. With Reed’s Agreed Pricing (RAP) you’ll know my price before I begin work. No estimates. No ranges. No hourly rates.  Before I talk to you about price, I will listen carefully to you and ask the right questions to understand your needs and how […]

Article

Pricing the Customer

If I have 2000 seats to fill and 400 prices I know I’m missing 1600 prices. Ex-CEO of American Airlines Having modern pricing let’s you price the customer and not the service. So if you have multiple levers of value behind your service you sell, there can be a number of different ways to allocate a price to […]

Article

Lead Generation for Professional Services

Lead generation is the form of b2b marketing to get to a sale. Our goal in lead generation should be to get closer to the sale by creating need. What is Lead Generation? Lead generation is the act of getting clients to your expert firm and translating expert insight into revenue. Modern Marketing: Traffic, Conversion […]

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Death to Timesheets

It’s time we ditched the hourly rate, the time-based billing in arrears and the easy way to sell our expertise. This isn’t pricing and it’s causing the world a lot of pain. It’s time to unshackle yourself from what you don’t know, here’s why: Hourly billing limits your income potential Work with an ASX200 company […]

Reading List

Books on Selling Expertise I Recommend: The Brain Audit Value-Based Fees Built to Sell Implementing Value-Pricing The Positioning Manual Book Yourself Solid Ultimate Sales Machine The Lean Startup Influence The Business of Expertise Pricing Creativity 80/20 Sales and Marketing Disclosure: Please note that some of the links are affiliate links, and at no additional cost […]