In your services practice, everything starts with understanding what the client is actually buying.
Pricing by the hour causes clients to make false comparisons which have nothing to do the quality of the service you provide, as illustrated by this look at a national survey of hourly billing rates for attorneys.
Orthodontics, visions of an outcome, value, and pricing
A recent interview with business infrastructure expert Alicia Butler Pierre sparked these thoughts on why the term “solopreneur” is a myth.
On one of my shows, I filled in the blank for a guest, and I made a mistake. Making a similar error in a value conversation with a client can be costly, one that can’t be edited out later.
Sometimes I run into articles which are so lethal for the bottom line of a small business, I can’t just hit delete and move on. Thoughts on the importance of market share and pricing power for a small business.
George Westinghouse (well, Hollywood’s depiction of him, anyway) helps illustrate the value equation.
So what do you do when you don’t know what to do? That’s what a lot of business owners face as they navigate the current economic environment. (The answer, by the way, is what you should be doing anyway, even if you are convinced you’re on the right track.)
© 2018 Ray Business Advisors, LLC.