Art Of Value

Discover Value | Create Options | Start Pricing

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The Who, What and Why of Value with Ed Kless – 118

April 19, 2017 by Kirk Bowman 2 Comments

The Who, What and Why of Value with Ed Kless

In this episode, Ed Kless and I discuss his recent trip to Australia. He was in Melbourne to present a strategy workshop and speak at Sage Summit 2017. We explore the strategy framework of Why, Who, What and How. Then, we review his sessions from Sage Summit, Healing Leadership and Innovation Beyond Technology.

Filed Under: Episodes, Software, VeraSage

The Legacy of Value and Pricing with Paul Kennedy – 105

November 28, 2016 by Kirk Bowman Leave a Comment

The Legacy of Value and Pricing with Paul Kennedy

Paul Kennedy is a co-founder and partner at O’Byrne & Kennedy (OBK), a chartered accounting firm in the United Kingdom. He is also a Practicing Fellow at VeraSage. In this episode, we explore the OBK journey to value pricing. In the first segment, Paul explains how OBK transitioned to value pricing over a 5-6 year […]

Filed Under: Accounting, Episodes, VeraSage

Discover Impact, Meaning and Feeling with Matthew Tol – 098

May 24, 2016 by Kirk Bowman Leave a Comment

Discovery Impact, Meaning and Feeling with Matthew Tol

At times, value pricing can seem complex. However, if you boil it down to the core elements it is listening to the customer, discovering the impact and then creating options. Matthew Tol is passionate about the fundamentals and believes you should expand discovery to include the meaning and feeling to the customer to fully understand the value landscape.

Filed Under: Accounting, Episodes, VeraSage Tagged With: Options, Value conversation, VeraSage

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 Impact of Really Smart People with Kirk Bowman – 071

November 17, 2015 by Kirk Bowman 2 Comments

The Impact of Really Smart People with Kirk Bowman

This episode is a summary of two conferences Kirk Bowman attended this quarter. The ideas from these events challenged his thinking and influenced how he will do business in the future. The conferences were the VeraSage Symposium in Boston and Regency Mastermind in Phoenix. VeraSage Symposium Asking Great Questions – Ed Kless with Sage Shut Up and Eat Your French Fries from The […]

Filed Under: Episodes, VeraSage Tagged With: Copywriting, Positioning, Value conversation

Making the Transition to Value Pricing with Adrian Simmons – 070

November 10, 2015 by Kirk Bowman Leave a Comment

Making the Transition to Value Pricing with Adrian Simmons

Adrian Simmons is the Chief Creative Designer at Elements CPA. He also is the director of Thriveal Laboratory, which encourages innovation in the accounting profession. Adrian worked at KPMG for two years before joining his father’s accounting firm. In 2013, he had the honor and privilege to re-imagine the firm. How to Switch to Value Pricing What is the most important thing […]

Filed Under: Accounting, Episodes, Switching, VeraSage

VeraSage State of the Union 2015 with Baker, Kless & Chisholm – 069

November 3, 2015 by Kirk Bowman Leave a Comment

VeraSage State of the Union 2015 with Baker, Kless & Chisholm

This episode of the Art of Value Show is a live recording from the bi-annual VeraSage Symposium, which was in Boston, MA. The distinguished panelists or VeraSagi are Ron Baker, Ed Kless, John Chisholm and Kirk Bowman. This episode will be rebroadcast on The Soul of Enterprise with Ron & Ed and Pricing Power by Steve Major. What is the future of value […]

Filed Under: Episodes, VeraSage Tagged With: Psychology, Value conversation, VeraSage

The History of the Theory of Value with Baker & Kless – 067

October 20, 2015 by Kirk Bowman Leave a Comment

The History of the Subjective Theory of Value with Ron Baker & Ed Kless

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.

Filed Under: Episodes, VeraSage

The Funniest Thing About Value Pricing with Greg Kyte – 048

June 2, 2015 by Kirk Bowman Leave a Comment

The Funniest Thing About Value Pricing with Greg Kyte

Greg Kyte is a CPA and comedian. He teaches ethics and fraud courses for accountants with a comedic edge at ComedyCPE.com. He is also the G. Robert Newhart Non-Value-Added Fellow at Versage Institute. The Real Context of  Value What is the most important thing you can share about pricing? You need to price your services like you […]

Filed Under: Accounting, Episodes, VeraSage Tagged With: Accounting, Hourly billing, VeraSage

Lawyers Can Switch to Value Pricing with John Chisholm – 042

April 21, 2015 by Kirk Bowman Leave a Comment

Lawyers Can Switch to Value Pricing with John Chisholm

John Chisholm helps law firms move from hourly billing to value pricing. A 25-year lawyer turned business consultant, he says the problem with the cost of legal services is not the amount. It is the unpredictability. Customers prefer the experience of and will pay more for price certainty. John shares how this single change can inspire a spirit of innovation and entrepreneurship in lawyers.

Filed Under: Episodes, Legal, Switching, VeraSage Tagged With: Attorney, Hourly billing, VeraSage

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