In this episode, Matt Riopelle and I explore his experience with value pricing, from the initial introduction through helping creative agencies learn to price their customers. Matt explains why pricing well can make up for mistakes in other areas. He also describes why freelancing can be similar to renting a U-Haul truck.
The typical freelancer spends his or her energy on the technical craft–writing coding, design UI, creating plugins, etc. Yet the most important skill for your success and livelihood is pricing. By learning to price well, you can be selective about your customers and the type of work you do. And, you can actually work less while making more money.[Read more…]
Since software development is a technical craft, it is easy to focus on the details instead of the big picture. However, failure to focus on why the project is important can doom the endeavor before it starts. By starting with the value to customer, software development has a higher chance of success because every action contributes to the primary goal.[Read more…]
What is the essential ingredient for a successful project? You may be surprised to learn it is having a value conversation. Ed Kless says you can be so good at having a value conversation that project management becomes irrelevant. Before a project begins, you need to ask the customer why the project is important and what success looks like.[Read more…]