Value Pricing: The Client Matrix
Last month, I wrote about moving away from pricing schemes based on time. Many readers were undoubtedly skeptical of the idea, and with some clients, the skeptics are exactly right.
View ArticleValue Pricing: Step 1: Be a Good Listener
Listening is somewhat of a lost art. Many of us are so busy thinking about what we are going to say next that we forget to really listen to what our clients need and, more importantly, want.
View ArticleValue Pricing: Step 2: Price the Client
Last month, we addressed the first step in value pricing: effectively listening to what the client wants and needs.
View ArticleValue Pricing: Step 3: Develop Service and Pricing Options
Last month, we discussed pricing the client rather than pricing the work. Once you have identified your price, should you then present your one price to the client and wait for a yes or no answer?
View ArticleValue Pricing: Step 4: Present the Proposal
When we implement value pricing, we promise to put our clients in charge.
View ArticleStep 5: Create the Client Agreement
In the last article (POB February 2013), we discussed presenting the proposal to your prospective client. The notes you took during that presentation (you did take notes, right?) will form the...
View ArticleStep 6: Manage the Project
In one way, pricing and project management are totally separate. How many times have we seen bad things happen when surveyors confuse business decisions with professional decisions?
View ArticleStep 7: Change Orders
Last time we discussed the importance of managing your project. But no matter how well you plan, unexpected things happen. Clients change their minds or their specifications change. Sometimes, our...
View ArticleStep 8: After Action Review
The project is complete. Your (hopefully satisfied) client has moved on to other things. It’s time to turn your attention to the next project safe in the knowledge that all is right with the world....
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