In this episode, Joe Woodard and I explore the impact technology has on the value you create for your customer. Joe explains why, although you cannot ignore technology, it is only a tool to achieve the desired outcome for your customer. Then, we explore the theme Rise of the Machines for Scaling New Heights 2017. … [Read more...]
Pricing, Procurement & the Ad Agency with Tom Lewis – 119
In this episode, Tom Lewis and I discuss the state of value pricing in advertising in the United Kingdom. Our conversation explores having an effective value conversation with procurement. Then, he shares insights from the keynote speakers at the 2017 IPA conference in London. … [Read more...]
The Who, What and Why of Value with Ed Kless – 118
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. … [Read more...]
Prevention: The Next Legal Frontier with Carr and Lamb – 117
During this episode, Jeffrey and Patrick explain why the best legal problem is the one you never have. They share their experience as customer and attorney, and then colleagues helping Fortune 1000 companies create a culture of risk prevention. … [Read more...]
Commercial Litigation for a Fixed Price with Patrick Lamb – 116
In this episode, Patrick Lamb and I discuss his experience implementing value pricing at his law firm, and then consulting with other firms. Next, we explore the state of the business of law from the Value Line Adjustment to the Great Reset of 2008. … [Read more...]
Value Pricing in the Accounting 100 with Michelle Golden – 115
In this episode, Michelle Golden and I discuss her experience pursuing the adoption of value pricing at KCoe Isom. Our conversation covers the "better way" of pricing, the advantage of options and the "add-on" strategy. We conclude with the impact of value pricing on new employees. … [Read more...]
Value Pricing for Business Counsel with Peter Carayiannis – 114
Peter Carayiannis started his legal career with a national law firm in Canada. Later, while working as a solo attorney, he discovered his niche, general business counsel to corporations. Peter then founded Conduit Law, which has become Deloitte Conduit Law, an affiliate of Deloitte. Among his unique qualifications, he is licensed to practice law in the United States and Canada. Switching to Value Pricing What is the most important thing you can share about pricing? It is not that hard. … [Read more...]
WordPress News Is Not A Commodity with Brian Krogsgard – 113
Brian Krogsgard is a WordPress developer from Birmingham, AL. He is the founder and editor of Post Status, a WordPress newsletter, and the host of Post Status Draft, a podcast for WordPress developers. He started working with WordPress in 2010, after graduating from Auburn University with a degree in mechanical engineering. Starting As a WordPress Developer What is the most important thing you can share about pricing? Pricing is not "one size fits all." It varies depending on the customer, … [Read more...]
Making the Switch at a Large Firm with Simmons & Barnes – 112
Dan Simmons is the Managing Director of the Lantern Legal Group, and Andrew Barnes is the Chief Financial Officer. The company is the largest regional law firm in Australia. Andrew is also President of the Australasian Legal Management Practice Association (ALMPA). This interview was recorded during a trip to the United States with John Chisholm. We discussed making the switch from hourly billing to value pricing at a firm of 100+ employees. First Impressions of Value Pricing What is … [Read more...]
Determining the Value of the Intangible with Nick Disabato – 111
Nick Disabato is the founder of Draft, a design consultancy in Chicago. He is best known for A/B testing through two productized services, Draft Revise and Revise Express. He is the author of three books including The A/B Testing Manual. Nick is a frequency speaker at conferences including South by Southwest and Web 2.0. The Business of Design What is the most important thing you can share about pricing? You set the pricing. You control the conversation by asking the right questions, … [Read more...]
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