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. Creating Authentic Relationships What is the most important … [Read more...]
The Mindset for Creating Value with Dennis McIntee – 088
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 a value mindset are shutting down the internal voice that creates fear and maintaining an intense focus on serving the customer. In this episode, Dennis … [Read more...]
Creating Proposals That Win Business with Curtis McHale – 087
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 and business coach, Curtis McHale, has achieved a high closing rate with his proposals by focusing on the results for the customer. His entire sales process, … [Read more...]
Learn to Value Price Through a Process with Andrew Robertson – 085
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 … [Read more...]
How to Create Value Through Positioning with Philip Morgan – 084
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. Narrowing Your Focus What is the most important thing you can share about pricing? The foundation of … [Read more...]
Going Timeless in the Legal Profession with Beth MacLean – 083
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. The Story Behind Timeless What is the most important thing you can share about pricing? It does not have to … [Read more...]
Picking Your Value Lane with Jeffrey Shaw – 082
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 to work by cable car. Determining Your Lane What is the most important thing you can share about pricing? Pick a lane. Be aligned through your … [Read more...]
The Value of Telling A Story with Michael Hudson – 081
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 most important thing you can share about pricing? It starts in your brain. Most people assume that whenever you quote a price the customer … [Read more...]
A Masterclass in Creating Options with Keith Perhac – 080
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 reporting that should come with Infusionsoft, and SummitEvergreen.com, which helps marketers create online courses. Start by … [Read more...]
The Value of Social Media with Mojca Marš – 079
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 share about pricing? Raising your rates is something you can do on a regular basis. She initially charged a fixed price, but it was a low one. When she became … [Read more...]
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