Cesar Abeid is a Certified Project Mangement Professional and Vice President of Client Services at Remontech. He started his career as an electrical engineer. He is the author of Project Management for You and host of the Project Management for the Masses podcast. What Is Project Management? What is the most important thing you can share about pricing? Do not become a commodity. Be different, and then you have no competition. The question then becomes, "What are people willing … [Read more...]
The History of the Theory of Value with Baker & Kless – 067
The history of economic thought regarding the concept of value is "a tale of two theories". The Labor Theory of Value states that value is equal to the sum of the labor and materials to create something. The Subjective Theory of value states that value is the perception in the mind of the customer. Ron Baker and Ed Kless discuss these theories from chapter 8 of Ron's book Pricing on Purpose. Early Theories of Value What was Adam Smith's paradox? In The Wealth of Nations, published … [Read more...]
Value Pricing Is A Business Model with David Wells – 066
In 2012, David Wells led Moores, a 40-lawyer practice, through a transition from hourly billing to value pricing. From his experience, he learned value pricing is more than a way to determine what to charge a customer. It is a business model, a philosophy, and a way of thinking. David shares how the new model changed the customers, employees, processes, and systems at Moores for the better. Switching to Value Pricing What is the most important thing you can share about pricing? … [Read more...]
Pursuing of the Economic Buyer with Higbee & Riopelle – 065
Wes Higbee is a software consultant from New York. He has been interviewed on the AOV Show before about software consulting, agile development, and customer value. Matt Riopelle is a creative consultant from Austin. He was a guest on the AOV Show previously to discuss the importance of pricing. Wes and Matt practice value pricing in their businesses and frequently teach others how to implement it. Defining the Economic Buyer What is the economic buyer? Matt - It is someone who has … [Read more...]
The Ethics of Price Discrimination with Rags Srinivasan – 064
Rags Srinivasan is an engineer, turned pricing consultant. His epiphany came when he realized it is not about costs. Nowadays, he leverages an analytical approach on pricing. He has an MBA from the Haas School of Business at Berkeley, where he studied with Teck-Hua Ho. He is an avid hiker and said that if it is not longer than 8 miles, it is not worth doing. The Customer's Value Perception What is the most important thing you can share about pricing? There are no pricing problems; … [Read more...]
Using Value to Steal the Show with Michael Port – 063
Michael Port is the author of six books and a New York Times best-selling author. The Boston Globe commented, "He is an uncommonly honest author." He has been called a marketing guru by the Wall Street Journal and a sales guru by The Financial Times. His seventh book, Steal the Show, is due this fall. "Book Yourself Solid" Sales System What is the most important thing you can share about pricing? People buy to express their values. If you look at the sum of what we purchase, … [Read more...]
The Accountant Who Does Not Do Taxes with Barrett Young – 062
Barrett Young is an accountant who founded The Green Abacus in 2012. He has never kept a timesheet, no longer does tax returns, and has never worked for a Big Four Accounting Firm. Barrett served our country as a Marine in the infantry, and he loves to snowboard. Providing Unlimited Access What is the most important thing you can share about pricing? Pricing is personalized. It is elastic. The same thing can be valued by two people at completely different levels. He tells … [Read more...]
The Psychology of Options in Pricing with Mark Wickersham – 061
Mark Wickersham is the #1 Amazon best-selling author of Effective Pricing for Accountants. He ran an accounting practice for seven years and is now a mentor to over 150 accountants in the United Kingdom. He is also an avid cyclist. Price Has Nothing to Do with Cost What is the most important thing you can share about pricing? Pricing has absolutely nothing to do with cost. In the 1990s, he believed you had to price based on time. In 1999, he discovered a better way of doing … [Read more...]
The Value of Writing for Others with Kimanzi Constable – 060
Kimanzi Constable has gone from delivering bread to becoming a full-time writer. He writes for cool places like The Huffington Post, Entrepreneur Magazine, and Fox News. He has self-published over 100,000 copies of his books including, Are You Living or Existing? If you follow him on social media, you know he is a huge Taylor Swift fan. From Delivery Driver to Author What is the most important thing you can share about pricing? Make sure you charge enough. His first business was … [Read more...]
The Story of Disney’s Brilliant Price Hike with Joni Newkirk – 059
Joni Newkirk is the founder and CEO of Integrated Insight. She is a former Senior Vice President of Business Insight and Improvement at Disney. She was responsible for anything analytical outside traditional finance. One of the big things was pricing and revenue management for essentially everything Disney sold. They were responsible for forecasting revenue, which included things like daily attendance and a 10-year plan. Lead With the Customer What is the most important thing you can … [Read more...]
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