Art Of Value

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Compensating Your Team Based on Value with Christopher Marston – 089

March 22, 2016 by Kirk Bowman Leave a Comment

Compensating Your Teams Based on Value with Christopher Marston

For over a decade, Chris Marston has been paying his team based on the value they create for the law firm. Each employee can choose how to serve a customer in an engagement from five different roles. The contribution of the role, the lifecycle of the project and the importance of the customer to the firm determine the compensation paid. His “value” model aligns how the company prices customers to how it compensates the team.

Filed Under: Episodes, Legal, VeraSage Tagged With: Attorney, Compensation, VeraSage

The Mindset for Creating Value with Dennis McIntee – 088

March 15, 2016 by Kirk Bowman 1 Comment

The Mindset for Creating Value with Dennis McIntee

The first step to pricing based on value is to believe you create value. Belief starts in your mind. My guest, Dennis McIntee, teaches managers and administrators to create a high-performance culture within their organization. The only way he can challenge his customers to reach higher is if he has a value mindset. Two requirements to achieving […]

Filed Under: Creative, Episodes Tagged With: Options, Public speaking, Self-confidence

Creating Proposals That Win Business with Curtis McHale – 087

March 8, 2016 by Kirk Bowman 16 Comments

Creating Proposals That Win Business with Curtis McHale

The traditional view of the proposal is that the professional must wow the customer with his expertise. A contrary view is the proposal is a collaboration between the professional and the customer. A collaboration that explores the value they can create, the value they should create, and the most valuable way to do it. WordPress developer […]

Filed Under: Episodes, Software, WordPress Tagged With: Options, Proposals, Value conversation

Learn to Value Price Through a Process with Andrew Robertson – 085

February 23, 2016 by Kirk Bowman Leave a Comment

Learn to Value Price Through A Process with Andrew Robertson

The accounting profession is conservative by nature. Yet Peter Drucker said, “Profit comes from risk”. This juxtaposition of stability vs. stretching describes the challenge of the accountant to innovate in his practice. Andrew Robertson has created a consultancy for accountants to help them bridge the gap. He starts by creating standard offerings for common services like taxes and financial statements. Then he layers custom advisory services, unique for each customer, to move the relationship up the value curve.

Filed Under: Accounting, Episodes, Switching Tagged With: Accounting, Options, Pricing strategy

How to Create Value Through Positioning with Philip Morgan – 084

February 16, 2016 by Kirk Bowman Leave a Comment

How to Create Value Through Positioning with Philip Morgan

Philip Morgan helps custom software shops get more leads without hiring a salesperson. He does this by helping refine their positioning and create effective content marketing systems. He is the author of two books, The Positioning Manual for Technical Firms, and The Positioning Strategy Guide. Philip describes himself as an introvert who specializes in marketing for introverts. […]

Filed Under: Episodes, Positioning

Going Timeless in the Legal Profession with Beth MacLean – 083

February 10, 2016 by Kirk Bowman Leave a Comment

Going Timeless in the Legal Profession with Beth MacLean

Beth MacLean founded Timeless Legal Network to help lawyers increase their revenue. A former corporate and private practice attorney, she has created two products for this purpose. Timeless Roadmap helps identify new opportunities with small business customers. Timeless Advantage teaches attorneys how to price based on the value to the customer instead of the hours recorded.

Filed Under: Episodes, Legal

Picking Your Value Lane with Jeffrey Shaw – 082

February 4, 2016 by Kirk Bowman Leave a Comment

Picking Your Value Lane with Jeffrey Shaw

Jeffrey Shaw is the go-to portrait photographer for exclusive clientele. His portraits have been featured on The Oprah Winfrey Show, in O Magazine and People, and on CBS News. He is a business coach who serves massively talented creatives who struggle with the business side. He lives on an island just off Manhattan, New York, and gets […]

Filed Under: Episodes, Positioning Tagged With: Guarantee, Photography, Positioning

The Value of Telling A Story with Michael Hudson – 081

January 26, 2016 by Kirk Bowman Leave a Comment

The Value of Telling A Story with Michael Hudson

Michael Hudson is an idea junkie–he is educated far beyond his intelligence. He is a recovering college professor, which means he is a teacher at heart. He has consulted with over 3,000 businesses on strategy, culture and leadership, and has given over 8,000 public presentations, including keynotes. Shifting from Time to Value What is the […]

Filed Under: Creative, Episodes Tagged With: Public speaking, Self-confidence, Value pricing story

A Masterclass in Creating Options with Keith Perhac – 080

January 20, 2016 by Kirk Bowman 4 Comments

A Masterclass in Creating Options with Keith Perhac

Keith Perhac is a technical marketer, a combination of a software developer and a conversion optimization specialist. He works with SaaS companies and internet marketers to develop automated evergreen sales funnels. He helps convert the traffic that comes to your website into sales. Keith has built two companies around this specialty: SegMetrics.io, which is the […]

Filed Under: Episodes Tagged With: Internet marketing, Options, Psychology

The Value of Social Media with Mojca Marš – 079

January 12, 2016 by Kirk Bowman Leave a Comment

The Value of Social Media with Mojca Mars

Mojca Marš is a social media consultant who founded her own consultancy, Super Spicy Media. She resides in Slovenia and works with customers worldwide. She started out as a copywriter at an advertising agency and is proud to say she wears a dinosaur one-sie. Raising Your Rates What is the most important thing you can […]

Filed Under: Creative, Episodes Tagged With: Freelancing, Internet marketing, Social media

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